Your Incentives Plan May Be Bringing Down Your Revenue: An Interview with Lindsay McGregor

It’s a reality we’re all facing as more and more millennials enter the workforce: commissions and bonuses are no longer a sales reps’ biggest motivator.  In some situations, your incentive plan may actually be hurting your company’s revenue.  Lindsay McGregor and Neel Doshi have conducted extensive research, questioning thousands of employers and employees, for ...

Sales Compensation: A Gold Mine of Challenges and Opportunity

Within the world of employee compensation and total rewards, I can’t think of a more ‘target-rich’ environment than the area of sales compensation. The fact that general salary growth has been relatively flat for all employees over the past several years, just places more of a spotlight on the importance of having sales compensation plans in place that retain and, more importa ...

A Guide to Sales Compensation (for Freshman Literature Students)

Fall – the time of year when sales compensation managers review pay plans, dissect performance data, and determine next year’s sales comp plan changes. It’s also the time of year when freshmen college students are matriculating in Literature 101 classes, reviewing syllabi, buying books.   Coincidence? Hardly: turns out that sales compensation plans, and the great ...

Don't Forget About Quotas!

By the end of the fiscal year, most sales compensation leaders are feeling good about where they are in the next year's sales incentive plan design process (we hope). The management team is finalizing the design, developing the rollout plan and expressing confidence that the plan is aligned with the strat ...

Who Will Help Me Bake This Quota? A sales crediting fable.

Little Red HenOnce upon a time there was a little red hen who lived in a big sales organization. She had three fluffy yellow chicks. One morning as they were busily scratching about the yard, looking for something to eat, the little red hen found a prospect. "Look!" she said. "See what ...