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Archive for the ‘Sales Incentives’ Category

Activity-based Sales Incentive Metrics – The Good, the Bad & the Ugly

December 10, 2019  |   Sales Incentives,Uncategorized   |     |   Comments Off on Activity-based Sales Incentive Metrics – The Good, the Bad & the Ugly

Do activity-based metrics belong in your sales incentive plan? The simple answer here is no, but why do so many companies include them, even when advised not to? The truth is there are many reasons: • Lack of strong sales leadership • Looking to change a seller’s behavior • Long sales cycle • Lack of a strong performance management culture • Belief that there’s a strong correlation to sales activities and sales ...

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Is it Time to Introduce Profit Margin in Your Sales Incentive Plan?

November 28, 2018  |   Sales Incentives,Uncategorized   |     |   Comments Off on Is it Time to Introduce Profit Margin in Your Sales Incentive Plan?

The answer to this question is unique to every organization. A sales incentive plan based on profitability is not the solution for all companies and needs to be supported by the overall corporate strategy. Here are a few questions to consider as you further explore whether it’s the right time to introduce Margin as a metric into your sales incentive plan: What is your organization’s strategy? - If you introduce profitability ...

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