You must be familiar with the term ‘Unintended Consequences.’ This concept not only holds the key to improving your sales performance but is also the root cause behind dramatic failures of seemingly well-designed incentive programs. To better understand, let us look at one of the most talked-about case studies about unintended consequences. The Cobra Effect … Continue reading Sales Compensation Plans: Beware of The Cobra Effect
Sales performance management (SPM) is undergoing significant transformation in today’s fast-paced and technology-driven business environment. As organizations strive to achieve sales excellence and stay ahead of the competition, it becomes critical to embrace emerging trends. In this blog post, we will delve into the future of SPM, exploring key trends and technologies that are set… Continue reading The Future of Sales Performance Management: Emerging Trends and Technologies
In the face of an economic downturn, it becomes imperative for sales compensation plan designers to adjust their incentive strategies to sustain the motivation and productivity of the sales team. In this post, we’ll explore some key strategies for adapting your sales incentive plans to prepare for the downturn. 1. Reviewing and adjusting sales targets… Continue reading Adapting Sales Incentive Plan for Economic downturn: Tips for Keeping Your Sales Team Motivated and Productive
