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July 30, 2010 11:11 PM
A team of Incentive Federation members, led by executive director George Delta, descended on Washington, DC, on Tuesday Oct. 20, to help convince members of congress that wellness incentives must be part of health care reform.
July 30, 2010 11:15 PM
Incentive presents the 15th Annual Sales Excellence Awards to top five independent sales representatives at the Incentive Manufacturers & Representative Alliance (IMRA) Marketing Conference.
July 30, 2010 11:10 PM
Companies invest in creating incentive structures to motivate their sales force. When incentives are not driving incremental sales, however, they can lead to wasted money and lower sales force engagement. This can be especially damaging for companies today when margins are slimming and there is a need to spend every incentive dollar efficiently.
July 30, 2010 11:10 PM
One of the most important aspects of developing a sales incentive plan is how it is communicated to the field. Salespeople haven't sat through the design sessions dissecting the data, pouring over interviews and designing the "perfect plan." Without a thoughtful communication plan that involves sales managers, your shiny new incentive plan may not be as effective as you'd hoped.
July 30, 2010 11:10 PM
Keeping the sales force upbeat and engaged during trying economic times must be a priority for companies across industries. The risk of corporate inaction is high—and while achieving this feat while keeping costs down may seem infeasible, it isn't.
July 30, 2010 11:10 PM
Many companies have inserted "balanced selling" mechanisms into their sales incentive plan, with the intent of encouraging their sales forces to sell multiple products—and penalizing them if they don't. Yet these same companies eventually scrap the balanced selling incentive because it doesn't work, is overly complicated, or in some cases, actually reduces sales.
July 30, 2010 11:10 PM
Organizations set aggressive company-level financial targets, which in turn, are allocated to the sales force. The result is challenging national and individual sales goals that less than two-thirds of salespeople can meet. While every company may strive for a sales force that is so strong that most salespeople can achieve a stretch goal, rarely does actual performance meet that expectation.
July 30, 2010 11:10 PM
Sales incentive compensation plans need to be simple enough so salespeople understand exactly how their performance correlates with pay. Overly complex plans that make it difficult for administrators to calculate payouts—and for salespeople to understand their payout structure—will result in wasted money and frustrated, less productive salespeople.
July 30, 2010 11:10 PM
Recent articles have discussed the merits of paying high school students for good marks. Do these incentives work? What are the unintended consequences…and what are the parallels to salespeople?
July 30, 2010 11:10 PM
Incentive programs are designed to motivate salespeople to excel. At a time when many companies are strapped for cash, executives may be pressured into cutting these programs by those who assume the sales force should "suffer with the rest of us," When sales are harder to come by, however, even the best sales representatives need an extra boost to maintain a high level of performance.
July 30, 2010 11:10 PM
While setting fair and effective quotas is easier said than done, it's crucial companies take the time to do it right. Unfair or inaccurate sales quotas can lead to a loss of motivation that saps morale and hurts revenue. Fortunately, there are proven strategies to rely upon.
July 30, 2010 11:15 PM
Incentive defends the motivation industry from recent proposed legislation seeking to severely restrict employee incentive and loyalty programs by launching this week saveemployeemotivation.org and revising its existing Motivation Masters award program.
July 30, 2010 11:14 PM
All too often the incentive program comes across like a bribe or a trick to get the sales team to sell more. But it doesn't work because management doesn't explain all the true benefits for the salesperson in a compelling way.
July 30, 2010 11:14 PM
Deloitte research shows consumers thinking about increasing holiday budgets
July 30, 2010 11:20 PM
InDorse Technologies has announced the release of Call-Home, a network-based file assurance security solution.
July 30, 2010 11:13 PM
If you examine the customer list of most small and mid-size manufacturers, it's common to see only 10 percent of their customers accounting for most of their sales volume. Needless to say, the profitability of these customers becomes a very serious issue.
July 30, 2010 11:12 PM
Premix, Inc. named Jeff Cash corporate director of sales and marketing.
July 30, 2010 11:18 PM
infoGROUP has announced the expansion of its MarketZone online suite of products, now offering information on over 1.5 million Canadian businesses.
July 30, 2010 11:18 PM
Infor has launched CRM i Edition, a new offering providing enhanced CRM capabilities to customers with Infor ERP solutions on IBM System i platforms.
July 30, 2010 11:18 PM
Data analysis tool InfoZoom is entering the North American market this month, and effort supported by a multifaceted product, support, and marketing effort.
July 30, 2010 11:15 PM
X Prize Foundation and BT Global Services release 10-part series that highlights how innovation can solve some of the world's greatest challenges, even during uncertain times.
July 30, 2010 11:18 PM
CRM consulting firm Innoveer Solutions has introduced its new Innoveer Insights monthly blog, targeted toward executives looking to improve the efficiency of CRM-related initiatives.
July 30, 2010 11:20 PM
Innoveer Solutions, a CRM consulting firm for various industries, has assisted Kronos Incorporated, a provider of workforce management solutions, in developing and implementing an enhanced lead management program.
July 30, 2010 11:12 PM
By Scott R. Scheaffer; BookSurge Publishing, 174 pp., $12.99 "The reasons organizations, both big and small, are loaded with incompetent management and seem to continuously make poor business decisions are a result of beliefs we hold that go unquestioned or unrecognized."
July 30, 2010 11:12 PM
New research reveals the very best salespeople have found another group of people with whom to get cozy. No, not new types of customers or even new business partners. Surprisingly, the best salespeople are standouts at wooing their own co-workers.