You’re probably thinking, ‘What’s this Concorde Problem, and how does it impact sales compensation? Let’s dive in…! Super Sonic Concorde Airplanes Concorde was the most advanced passenger airliner ever made. It could ferry passengers from New York to London in 3 hours, that’s half the time a Boeing 747 takes. With the pointy nose and… Continue reading Concorde Problem in Sales Compensation
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
You work for a fast-growing company with a vibrant sales organization. You feel good about the company’s performance, but when it comes to managing sales commissions – your commission operations team slogs within a pile of spreadsheets to prepare commission statements for every individual sales rep. Every month, your ops team and sales management deal… Continue reading Why Spreadsheet Don’t Work for Sales Compensation?
