A comp plan should fit like a custom-tailored suit
Compensation plans shouldn’t be developed in a vacuum. You’ll need to factor in variables such as new product launches and major promotions, as well...
Is your pay structure in desperate need of the Reverse Robin Hood principle?
There are three basic building blocks at the highest level of sales compensation. A salesperson’s base salaryand target incentivecombine to create one’s Target Total...
Work your plan
Within five minutes of announcing an incentive plan, someone on your sales team starts to find ways to game it, says Christopher W. Cabrera,...
Bull’s Eye!
The sales compensation plan is one of the most significant drivers of performance in the sales organization and represents one of the single largest...
Product Reviews – May-June 2014
Luxury is getting a facelift and it’s impacting the incentives that companies use to motivate their work force. High-end fashion, handbags, jewelry, housewares and...
10 ways to lead through solutions
All great leaders solve great problems, says Dan Rockwell, who blogs on the subject at LeadershipFreak.wordpress.com. Leaders shine lights on painful gaps. Problems are gaps...
Behind the brainstorm revival
Alex F. Osborn, an advertising executive, popularized the term “brainstorming” in the 1950s. Christian Madsbjerg and Mikkel B. Rasmussen, authors of “The Moment of...
It’s not a game, it’s a memory
How can live events like the Super Bowl or the Masters Tournament be the backdrop for a once-in-a-lifetime experience for your top performers or...
Big names buy into the sports hospitality business
In recent years, the media outlets that bring sports coverage into our homes — and the sports teams themselves — have been swallowed up by corporate conglomerates. Now,...
Do’s and Don’ts
Businesses have been bringing groups to popular events for decades and the most common mistakes haven’t changed.
Don’t try it on the cheap.
The most common...
