Category: articles

Articles

Using Accelerators to Drive Winning Sales Teams
This article provides sales comp practitioners with the analytical tools and solutions to design accelerators to ensure the best performers are making the expected level of outstanding pay.

VIEW »

Articles

Three Solutions to Address Sales Compensation Chaos
Learn how to establish protocols in sales compensation to meet business goals in this article by Rachel Parrinello.

VIEW »

Articles

The Pursuit of Sales Compensation Automation
With the right planning, sales compensation leaders can minimize potential risks and significantly increase the odds of project success.

VIEW »

Articles

Balancing Culture and Sales Compensation
Both “globalist” and “internationalist” approaches have some benefits but can create complications for global leaders. When it comes to sales compensation plan design, the debate over global versus local is alive and well.

VIEW »

Articles

Why sales compensation should matter to corporate boards of directors
Should a board of directors care about sales compensation? Yes.

VIEW »

Articles

Is your sales compensation plan hurting sales growth
Sales management expects the sales compensation program to drive sales growth.

VIEW »

Articles

Emergence of the global sales comp manager
Sales leaders create sales compensation plans and address unique sales challenges.

VIEW »

Articles

Five global sales compensation trends
Global sales compensation management is an evolving function.

VIEW »

Articles

Are you a sales compensation copycat?
It can be tempting to skip slogging through creating an original plan in favor of copying another company’s program.

VIEW »

Articles

Medical device vendors need a new mix of field resources
Changes arising from a shift in buying power, buying roles, and sales coverage model.

VIEW »

Articles

Seven Elements of an Effective Global Sales Compensation Framework
Having a solid global sales compensation framework will ensure success with a program’s redesign.

VIEW »

Articles

Communication – How Sales Leaders Say It Right
Knowing how to effectively communicate a new compensation plan is a necessary and ongoing skill.

VIEW »

Articles

The seven rules of sales compensation simplicity
Assuredly, most sales compensation plans are way too complex.

VIEW »