The challenges with financial incentives that relate to problem-solving roles, and how we can truly drive innovation
How do you create better problem solvers? Spoiler: It isn’t financial incentives
Why is Europe such a headache?
In my experience, companies tend to struggle with managing sales programs in Europe far more than they do in North America. There is certainly no simple answer as to how to build a European sales team but acknowledging the challenges and understanding the variables will certainly make the process more straightforward. I've attempted to categorize... Continue Reading →
You say SPIFFs, they say SPIVS, I say spiffs, let’s call the whole thing off
Actually, no, let's not call the whole thing off, let's clear this up once and for all. Many people capitalize spiffs claiming it to be an acronym for "Special Purpose Incentive for Field Force" or any one of several possible acronyms. Let's be clear - it does not stand for ANYTHING. At best it is... 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. The argument in favor of a threshold goes something like this - "why would I pay a salesperson to underachieve? We'll create a minimum level... Continue Reading →
Pulling the right levers – Managing compensation for the sales team
Who remembers those triangles in maths lessons that helped you remember how to calculate one variable given the two others? Essentially you cover up one corner of the triangle then the remaining two variables dictate whether to multiply or divide the remaining two, to give you the missing number. Since I had the memory of... Continue Reading →