Three Tips to Help You Build a Sales Contest for Maximum Impact

Posted by Steve Marley on Fri, Jul 24, 2015

Mike Ahearne and Thomas Steenburgh recently published an article that described techniques to help maximize organizational sales by moving the largest group of sales people – the “Core Performers” – to higher levels of performance.


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How Much Does Money Matter to Get a Rep’s Attention for a Short-term Promotion?

Posted by Mike Martin on Tue, Jun 23, 2015

Last week, the U.S. Treasury announced that it will be changing the face on the $10 bill to include a woman. This exciting news reminded me of some recent trivia I looked up regarding the $1,000 bill. Did you know that Grover Cleveland is on $1,000 bills and that they were pulled from circulation back in the 1960s?


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Back to Basics: Four Ways to Maximize Your Use of SPIFs and Contests

Posted by Steve Marley on Thu, Oct 09, 2014

In a previous blog in this series, Chad wrote about sales compensation plan periods and noted that the majority of companies follow an annual performance period. I look at annual performance periods as akin to a long race, whether it’s a 5K run or the Indy 500.

Unlike shorter races – such as 100m or 200m dashes or an automotive drag race where you go full speed for a brief duration – longer races require strategy: when to pass, when to conserve energy, when to work with someone for mutual benefit or when to take a break (like a pit stop).


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