Blogs about: Sales Employee Communication

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Leadership Perspectives on Sales Incentives

A Conversation With Howard Woolf As a front-line salesperson, sales leader, sales operations executive, company president and CEO, Howard Woolf has spent his career achieving sales success in the tech… more →

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Leadership Perspectives on Sales Incentives

Mike Meisenheimer wrote 2 years ago: A Conversation With Howard Woolf As a front-line salesperson, sales leader, sales operations executi … more →

Tags: Pay for Performance, Quota Setting, Plan Governance, Sales Employee Engagement, Plan execution, Plan Design Process, sales compensation strategy, Sales Compensation Program Governance, sales performance management

Leading Change With Sales Compensation

Scott Barton wrote 2 years ago: Putting the Horse Before the Cart in the Utility Industry Recently I exchanged messages with a colle … more →

Tags: Pay for Performance, Sales Employee Engagement, Plan Design Process, Sales Compensation Design, sales compensation strategy, sales compensation, Plan Communication, Change Management, Sales Effectiveness

Happy New Year! Oh, and BTW, are the new plans ready to launch?

Mike Meisenheimer wrote 2 years ago: Wait . . . what’s that?  The holidays are over already?  But there are still plenty of cookies to be … more →

Tags: Sales Compensation Administration, Plan execution, Plan Design Process, Sales Compensation Design, compensation administration, Compensation systems, Change Management, program documentation, Sales Plan Documents

Holiday Bonuses for the Sales Organization

Scott Barton wrote 2 years ago: Santa’s View on Pay for Performance By Jason Kearns, Canidium, and Scott Barton, NewSigma It’s the m … more →

Tags: Pay for Performance, Recognition, Sales Employee Engagement, Sales Comp Philosophy, sales compensation strategy, sales compensation, incentive pay practices, Teamwork

Is Sales Management On Board?

Mike Meisenheimer wrote 2 years ago: We subscribe to the notion of the sales compensation plan as a tool for sales management.  Whenever … more →

Tags: Plan Governance, Sales Employee Engagement, Sales Comp Philosophy, Sales Compensation Program Governance, Change Management, incentive pay practices

Is Social Networking Appropriate for Sales Comp? — 1 comment

Scott Barton wrote 2 years ago: Facebook, WikiLeaks and the Power of Peer Pressure During Thanksgiving dinner my extended family (NO … more →

Tags: Pay for Performance, Recognition, Benchmarking, Reporting and Analytics, Plan Governance, Sales Employee Engagement, Sales Comp Philosophy, sales compensation strategy, sales performance management

Implications of Sales Incentive Philosophy

Mike Meisenheimer wrote 2 years ago: (Almost) as sure as death and taxes, sales organizations build their incentive compensation programs … more →

Tags: Pay for Performance, Plan Governance, Sales Compensation Design, sales compensation strategy, Change Management, Sales Plan Documents, incentive pay practices

Cross Them T's

Scott Barton wrote 2 years ago: Documenting Your Sales Comp Plans, and Preparing the People Who Must Use Them If you’re like us, thi … more →

Tags: Sales Employee Engagement, Plan execution, sales compensation, Sales Compensation Program Governance, compensation administration, Plan Communication, program documentation, Sales Plan Documents

Commentary on Sales Leadership Interview — 1 comment

Scott Barton wrote 2 years ago: David Stein, founder/CEO of ES Research Group, Inc. and publisher the popular blog “Commentary … more →

Tags: Plan execution, Sales Compensation Administration, Recognition, Reporting and Analytics, Sales Operations, Sales Employee Engagement, Plan Design Process, sales compensation, SPM

The Future of Pharmaceutical Incentive Compensation

Mike Meisenheimer wrote 2 years ago: A recent article focusing GlaxoSmithKline’s decision to eliminate the use individual sales tar … more →

Tags: Sales Employee Engagement, Sales Compensation Design, sales performance management, Change Management, incentive pay practices

July 28th Web Session: Motivating 2nd Half Sales Results — 1 comment

Mike Meisenheimer wrote 2 years ago: On July 28th,  Scott and I had the opportunity to join Steve De Marco, Vice President of Sales at Xa … more →

Tags: Pay for Performance, Recognition, Sales Employee Engagement, sales compensation, incentives, Plan Communication, Change Management, incentive pay practices

Accentuate the Positive, by Andrew Crawford — 4 comments

Guest Contributor wrote 2 years ago: Creating A Highly Performing, Customer-Centric Sales Force Through Appreciative Inquiry It’s a brill … more →

Tags: Sales Employee Engagement, Plan Communication, Change Management, Sales Effectiveness

Moving from Commissions to Goal Based Incentives: Part 1 of 2 — 1 comment

Mike Meisenheimer wrote 3 years ago: We continue to receive questions about the why, when and how to move the sales compensation program … more →

Tags: Pay for Performance, Quota Setting, Sales Compensation Design, sales compensation strategy, Change Management, incentive pay practices

Time to Renew Your Vows? Reengaging with your salespeople — 2 comments

Scott Barton wrote 3 years ago: Last month The Conference Board released a study suggesting that Americans are growing increasingly … more →

Tags: Pay for Performance, Recognition, Reporting and Analytics, Sales Compensation Administration, Sales Employee Engagement

New Plan Communication “Groundhog Day” — 3 comments

Mike Meisenheimer wrote 3 years ago: It’s February 2 and you’re launching your 2010 sales compensation plan. Like Punxsutawney Phil … more →

Tags: Plan Governance, Sales Compensation Administration, Sales Compensation Design, Plan Communication, Change Management, Sales Plan Documents


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