A sub 5% unemployment rate. Studies from CNBC and others suggesting over 55% of employees are looking to change jobs. Linkedin recruiters wearing out keyboards punching out interview request after interview request. Expectations of a uniquely large and Great Resignation…
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One of the most common and significant topics during sales compensation design engagements focuses on the right mechanic to use – whether to use a Cost of Sales or Cost of Labor model.
Recently, we’ve observed retail organizations becoming more concerned about ensuring their sales incentives are rewarding appropriately and driving store-level results.
Millions of fake customer accounts. 5,300 rank-and-file employees terminated. $190M in federal regulatory fines. Fraudulent behavior apparently dating back years.
One of the most common questions we receive from software organizations today is how the sales compensation program can support the strategic evolution from traditional licenses to subscription-based (SaaS) models. Wall Street and company valuation methodologies all seem to reward…
MBO + KSI + KSO = How to Turn IH8U into IHEARTU? Management by Objectives (MBOs), Key Sales Initiatives (KSIs), Key Sales Objectives (KSOs) – No matter what acronyms they are assigned, objectives based incentive pay programs or components within…
In a typical sales organization, sales reps can be categorized as A players (stars), B players (good/decent), and C players (poor). We often find a normal talent distribution with 20% in group A, 60% in the group B, and 20%…
The end of the calendar or fiscal year usually includes some familiar activities – finalizing contracts for future shipments and revenue streams, finishing performance and salary reviews, getting budgets in by the deadline, and putting out the latest fire (while…
In our consulting engagements, assessing and designing plans with the right acceleration rates to reward those who beat quotas is always an essential and hotly debated topic. Upside is often the fire that drives superior performance, and the best salespeople…
Threshold usage varies by role, sales strategy, and how results occur. As noted, for high run-rate account management roles, thresholds can make sense as a large portion of revenue can often flow with little real effort. Using a dollar one…