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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…
The emergence of Covid-19 means we are all living through unprecedented and uncertain times. While addressing health and other personal concerns are obviously paramount, the reality is work and life must go on. Every aspect of our lives has been…
As is often the case, this year is probably flying by faster than one could possibly imagine. High workloads and competing interests can lead to sales compensation and sales effectiveness solutions failing to get the attention they need and deserve.…
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.
Fourth quarter and the clock’s ticking. The pressure’s on to create and roll out better sales comp plans in early January. It may not be an easy, but the right game plan will ensure a winning outcome. Focus on the…
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…
If attempting to read the tea leaves on sales force turnover trends, one will find a muddled picture. On one hand, recent government statistics indicate jobless claims are near their lowest levels since 1973, with the overall unemployment rate around…
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,…
Companies often pose this question, implying that there is a magic answer or all-encompassing industry benchmark that can accurately evaluate whether their salespeople should cover more, fewer, or the same number of accounts. The studies that do exist can provide…