Incentive Insights: Paying for Grades and Your Sales Force
With schools having just issued year-end grades, I find myself pondering recent articles about the merits of paying high school students for good marks....
Incentive Insights: How “Balanced” Is Your Sales Incentive Plan?
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...
Incentive Insights: Retooling Recognition to Motivate Top Performers
Incentive programs are designed to motivate salespeople to excel. At a time when many companies are strapped for cash, executives may be pressured into...
Incentive Insights: Are You Giving Away Sales Incentive Pay?
Companies invest in creating incentive structures to motivate their sales force. When incentives are not driving incremental sales, however, they can lead to wasted...
Incentive Insights: The Holy Grail of Incentives: Sales Quota Setting
Quota-based sales incentive compensation plans are growing in popularity. In fact, they're displacing commission-based plans across industries, including high-tech and medical products. ...
Incentive Insights: Less is More: Simplify Your Sales Incentive Plan
"Everything should be made as simple as possible," Albert Einstein once said, "and not one bit simpler." This may be a universal maxim, but...
Incentive Insights: How Many Salespeople Should Meet Their Quota?
What percentage of salespeople should achieve their goal? Many companies come to us asking that very question…but the answer isn't as straightforward as a...
Incentive Insights: Don’t “Undercommunicate” Your New Sales Incentive Plan
At this time of year, compensation professionals are usually finishing up their annual sales incentive design process. They're feeling good about the results, and...
Nine Tips for Internet Marketing in 2009
It's hard to believe that the first quarter of 2009 will soon becoming to a close. And small business owners have a lot to...
Financial Insights: A Case For Cautious Optimism
Since the beginning of the current credit crisis in August 2007, the Fed has taken an aggressive stance toward easing monetary policy. The goal...
