To Avoid Annual Sales Planning Headaches, Start Planning Now

Posted by Kevin Josephson on Thu, Feb 22, 2018

At a recent conference, I saw a T-shirt that read, “I Survived Quota Setting 2017.” It’s a statement that most sales operations leaders can relate to, having just completed the exhausting annual sales planning process. This exercise can be daunting, as there are many different teams often concurrently making decisions on sales compensation plans, territories, quotas and targets that all affect each other. Coordinating the impact of all of these decisions often prevents sales leaders from thinking holistically about the decisions that they’re making. They know they can do better, but sometimes they’re too bogged down by day-to-day operations to focus on planning strategically.


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Is Luck a Strategic Criterion in Sales Comp Plans' Design?

Posted by Brian Keating on Fri, Mar 18, 2016

It’s well established that motivation decreases when the outcome of an activity is not in the salesperson’s control. Two salespeople with the same skills can exert the same amount of effort—and do the same things to control the outcome—and have very different results, seemingly because of luck. We, as sales compensation professionals, should simply remove luck from the equation, right?


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