Originally posted on the Nua Blog: Inflation is the new hot topic among economists. Consumer Price Index (CPI) indicates the cost for all consumer goods rose by 0.8% in November and called into question the notion that 2021 price increases were only a temporary spike. While economists debate whether inflation will continue to rise and... Continue Reading →
Thresholds or: Why I learned to stop worrying and love first dollar
The debate around the use of thresholds is perennial and it's fair to say that it's one of the areas of sales comp where common practice varies a fair amount between regions. The argument in favor of a threshold goes something like this - "why would I pay a salesperson to underachieve? We'll create a minimum... Continue Reading →
Global grading vs traditional salary structures – A beginner’s guide
As I touched on recently, there are all manner of approaches to managing base pay but I wanted to write a bit about the differences between these two common approaches. Global grading Global grading (also known as globally leveled, or sometimes just a "broad-banded" salary structure) generally refers to the approach where a single set... Continue Reading →
A quibble with quotas
This week I received an interesting query, asking if I had any market sales quota data that could be used to assess if quotas were reasonable or not. I found this a particularly interesting query. Firstly because I was curious to understand why they felt that market data would help them assess the effectiveness of... Continue Reading →
Sales Incentive Plan Nightmares or: The Perfection of Imperfection
In theory, SIP design is fairly straightforward, pick the measures, design the mechanics, implement. Easy, right? Wrong. All too often the process can leave even the most resilient of problem-solvers a broken, battered, husk of the consultant they once were, clawing at the walls of the sales incentive prison they have created for themselves.¹ Now, some... Continue Reading →