OMG! You Were Right All Along!

untitled11Remember that time you spent weeks modeling a new incentive plan only to have it shot down? They explained that any goals needed to be based on RESULTS! You maintained that the reason interim goals were included, was to ensure that success could be achieved and communicated throughout the process.

Remember that other time you explained to your managers that they needed to have frequent conversations on the new pay for performance program? And, when it didn’t work they told you Continue reading

5 Ways Sales Comp is Like Racing a 5 Year-Old

6a00d83451df4569e201bb089ff1d8970d-800wi1. They always want to start running before the race has officially started

Sales people are eager and enthusiastic to get started with a new plan, new sales cycle, new anything. This can be tough on the people who are trying to enhance or create sales plans. You want them to be engaged. Once this goal is achieved, your sales people are ready to sprint. It can be a challenge when every project begins with: On your marks! Get set! (The 5 year-old next to you starts running.) GO! And once again you are playing catch up. Prepare well before you start explaining your approach because you Continue reading