Don't Confuse 'Simple' With 'Understood'

Posted by Chad Albrecht on Thu, Aug 18, 2016


In multiple incentive practices surveys that we’ve conducted over the last several years, the need for simplicity in the plan design has risen to the top three issues in every study. “My salespeople don’t understand the plan” and “My compensation plan is too complex” are oft-heard refrains.


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Focus on the Process, Not the Plan

Posted by Chad Albrecht on Tue, Feb 23, 2016

My colleague Mike Martin recently blogged about how so many companies aiming to create a simple sales incentive plan end up mired in complexity. I’d say that’s the biggest issue that companies face with their sales incentive plan these days. Go to any conference and speak with any sales comp professional and you’ll hear the same thing: Incentive plans are too complex for sales reps to understand. This has been the case for several years now.


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