Category: Sales

There are many compensation philosophies out there in the sales world—which one best fits your team? We’ll provide tips on the various approaches to sales compensation, from incentives to bonuses to rewards and recognition for your top performers.

6 Symptoms of Destructive Management and Tips On How to Avoid It

When it comes to work these days, we’re all expected to do more with less—but is this nose-to-the-grindstone philosophy the best way to run a business? Alarmingly low employee engagement numbers indicate otherwise.

Sales Comp Winners: Hurdles, Modifiers, and Matrices

Special from WorldatWork Total Rewards 2013, Philadelphia Hurdles, modifiers, and matrices are basic building blocks of sales comp programs, says consultant David Cichelli, CSCP. Each is suited to a different situation.

How to Turbo-Charge Your Sales Incentives

Stephen Bruce, PhD, PHR Three “turbo-charged” sales incentive techniques will accelerate your sales performance, say experts Jerome A. (“Jerry”) Colletti and Mary S. Fiss. They shared their tips at the WorldatWork’s Total Rewards Conference and Exhibition, held recently in San Diego.

Hurdles, Modifiers, and Matrices: Sales Comp Winners

Hurdles, modifiers, and matrices are basic building blocks of sales comp programs, says consultant David Cichelli, CSCP. Each is suited to a different situation. Cichelli, who is senior vice president of the Alexander Group, offered his tips at WorldatWork’s Total Rewards Conference and Exhibition. Hurdle The hurdle is a prerequirement measure, says Cichelli; that is, […]