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…
We recently had a client interested in changing individual salesperson plans from quota-based to a commission structure. The company is in somewhat of an “old school” industry where commission plans are sometimes found, even in mature organizations. After much discussion,…
After almost 30 years of consulting with leading companies on sales effectiveness and sales compensation, I’ve come to the conclusion that other than calling every sales compensation plan “commissions”, the most misunderstood and mis-applied concept in sales compensation is CCOS,…
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…
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 work as sales compensation consultants, we often are asked about sales compensation best practices. We prefer to call them “better practices” as what is “best” in one environment and for addressing one company’s particular needs may not always…