How to Navigate KAM Incentives: The Square Peg of Sales Compensation

Posted by Russell Schubert on June 28, 2017

You can’t fit a square peg into a round hole. The popular saying has been around for millennia. Chinese literature from 221 B.C. speaks of “square tenon and round mortise”: square peg, round hole. 


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Transitioning Away From 100% Commission Is Easier Said Than Done

Posted by Russell Schubert on April 27, 2017

Like making a soda commercial that doesn’t offend, or bumping a passenger off of an overbooked flight, transitioning sales reps from a 100% commission plan to a quota-based plan seems simple enough on paper, but as recent history demonstrates, their successful execution is easier said than done.


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Identifying Weak Spots Within Your Sales Comp Program

Posted by Chad Albrecht on October 20, 2016



I once heard about a client’s annual sales meeting, where the company recognized all of its top performers. As soon as the client announced the best performer of the year, the rep promptly accepted his award, walked off the stage and quit. He knew that, although he’d come out on top during the previous fiscal year, the way that his organization set quotas meant that he was doomed for a very poor year ahead, and he couldn’t take that kind of a hit to his paycheck. Not only did the company’s poor quota-setting lead its top performer to quit, but also it called into question whether we were truly recognizing the top sellers.


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