Over the course of many years in this field, I can say without reservation that data quality is one of the cornerstones to a solid sales compensation process. Due to the nature of this beast, it is often a hidden aspect to the process and often rears its head only when the quality of your data is poor. Think of it, if you are one of those fortunate enough to have a relatively high quality pool of performance data, when was the last time someone appreciated that fact and all the work that went into creating that high quality information? The alternative is those who struggle with issues related to data quality and quite frankly there are few things that can hamstring your sales performance improvement efforts more than poor data quality. When this occurs, the two steps forward, three steps back grind overtakes your process affecting everyone from sales reps to analysts, and all the senior managers to whom these producers report.
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Topics:
EVP/Sales Leader,
CTO,
CFO/Finance Leader,
Sales Compensation Professional,
CEO,
Human Resources,
Sales Operations,
Sales Professional,
Data Quality
Much has been written about the role of Non-Cash incentives as an employee motivational tool. This approach provides tangible rewards that don't directly involve cash as an incentive for achievements that align with corporate goals.
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Topics:
Sales Comp Plan Fundamentals,
EVP/Sales Leader,
CFO/Finance Leader,
Sales Compensation Professional,
CEO,
Human Resources,
Sales Operations,
Sales Professional
When you have 5 minutes (6:39 to be exact), Ryan Johnson's (WorldatWork) interview with Dave Chicelli (Alexander Group) is a great investment of your time. While the 2012 interview is a bit dated , there are several theme's Dave and Ryan pull from the 2012 Sales Comp Trends survey data which are timeless. As a big fan of data based decision making, the fact that the insights are gleaned from data trends observed over a 10 year time span makes this all the more impressive.
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Topics:
EVP/Sales Leader,
CTO,
CFO/Finance Leader,
Sales Compensation Professional,
CEO,
Human Resources,
Sales Operations,
Sales Professional
Today is LEON day (NOEL spelled backwards), the half way mark to the holiday season for many and is also the half way mark to the close of many sales teams plan year.
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Topics:
Sales Compensation Professional
