Category Archives: Execution

Streamlining Sales Compensation from the Inside Out

Many companies that we work with are frustrated with some aspect of sales compensation and are looking for answers on how to stop the pain.  Often they embark on quick fixes that make them feel like they are doing something, … Continue reading

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Sales Compensation Graduates to the Cloud

About every 10 years, there is a technology movement that captivates the world and quickly becomes embedded into the fabric of corporate information technology strategies. In 1998, it was Java programming, with its lure of platform independence – write once, run anywhere. … Continue reading

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If Your Sales Reps Are Frustrated or Confused, Then Your Comp Plan is Not Working

I’ve worked with companies who spend over a billion dollars on commissions and invest months perfecting their compensation designs each year.  After all, if the incentives aren’t right, they won’t get the right behaviors nor desired sales growth. Interestingly, when … Continue reading

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The Customer is Always Wrong?

Recently I watched a movie called ‘A Good Year‘ starring Russell Crowe and Albert Finney.  It is filmed in southern France and in one scene, Russell Crowe helps out a love interest by becoming a waiter for the evening at … Continue reading

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Sloppy Sales Compensation is Expensive

Processing accurate commissions and delivering high impact performance feedback to sales reps is not a slam dunk for every company. In fact, for some companies it can be a really big hassle for everyone who is involved.  The financial impact … Continue reading

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The Wild West is Alive and Well

When I think about tasks that require a high standard of care, a few things come to mind – Piloting an aircraft Major surgery, and Calculating and paying sales comp for the thousands of people who together are 100% responsible … Continue reading

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Progress?

Over the years we have come across some interesting “solutions” that were implemented under the banner of progress.  Unfortunately, a number of these implementations were quite expensive and the business results were not so impressive. Too often, there seems to … Continue reading

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As Smokey The Bear Says, “Only You Can Stop Forest Fires”

From time to time, all Sales Operations’ departments find themselves in fire fighting mode.  It could happen annually as a last minute redo of targets after a senior leader has some second thoughts. Or, it could happen quarterly, if there … Continue reading

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Taking Control and Protecting Your Sales Performance Management Investment – Closing the SPM “Capability Gap”

Incentive compensation is the fuel that drives revenue growth and the sales back office works hard to support this critical function. As such, no one would deliberately …. Cloud their compensation plan details or send mixed messages on how commissions … Continue reading

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Stacking the Deck for SPM Success

We spend a lot of time working with sales back offices helping to simplify operations and to find ways to add more value to the field.  Lately, we have been doing a lot of clean up work on incentive management … Continue reading

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