Three Ways to Use Science in Your Sales Compensation Program

Posted by Steve Marley on Thu, Aug 14, 2014

My colleagues at ZS Associates will soon publish a book called, “The Power of Sales Analytics”, and one of the chapters covers the use of analytics when compensating the sales force.


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When rewarding your sales force, is it acceptable to double count?

Posted by Mike Martin on Wed, May 21, 2014

I came across a calendar with inspirational quotes last week and read the following from Harry Truman:

“It is amazing what you can accomplish if you do not care who gets the credit.”


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The Rise of Inside Sales: Three Must Have Elements to Incent, Motivate and Reward your Inside Sales Team

Posted by Chad Albrecht on Tue, Jan 28, 2014

Inside Sales is truly becoming a formidable force.  In the last 10 years, the number of inside salespeople has grown at a double digit compound annual growth rate (CAGR).  While most companies agree about how inside sales can be a cost effective, highly efficient way to increase sales, they do not universally agree on how to incent them. 


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