When brainstorming sales incentives to motivate employees, team incentives usually pop up.  But typically the topic is followed by questions related to the effectiveness of these incentives.  Some stakeholders may question if team incentives drive desired behaviors and business outcomes.  During...

Has this crossed your mind?  As a company, are you considering using artificial intelligence (“AI”) instead of a salesforce?  As a salesperson, are you worried that AI will take your job?  Well, those are reasonable questions to be asking, given the current AI fascination and push in our culture...

At the start of the sales compensation planning period, you will undoubtedly here the concept of “tweaking plans”.  Instead of doing a complete overhaul on the sales compensation plans, many leaders will suggest to only “tweak” or slightly change the plans.  This sounds like a great idea, becaus...

You may assume that I am going to give you a name of consulting firm, or even this company Sales Comp Academy.  However, the best sales compensation plans will not come from an external consultant doing the work outside of your organization.  The sales compensation consultant will guide a compan...

Are you working on sales compensation plans for next year?  Don’t know where to start?  If so, this blog is for you. When thinking about sales compensation plans, some people think “just pay the sales team a commission rate and call it a day”.  While its best to keep sales compensation plans sim...