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Is Your Incentive Plan Driving Activity or Performance?

The Pipeline

But having been at the game for a while the one thing that never changes is the view and approach to incentive or commissions. And while it is easy to get people to agree that incentive drives behavior, it is a bit less easy to validate. Is your incentive plan driving activity or performance? Roll The tape. Pay For Play.

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Rethinking Sales Incentives

The Pipeline

As part of a series of posts dealing with areas you should consider, better yet reconsider, going in to the New Year, today we look at incentive. No doubt everyone should be thinking about commissions, after all is in effect the cost of revenue. Read the piece here: Rethinking Sales Incentives Then comment below. Tibor Shanto

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Incentives and Rewards: A Closer Look

Sales and Marketing Management

In short, more precision is better for rewards used with incentives, while less precision is better for rewards used with recognition. Incentives. Good incentives rely on high degrees of precision to generate motivation. This powerful device is optimal for the above-and-beyond incentives that are outside the commission plan.

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Straight Commission Can Deliver Twisted Results

The Pipeline

Then, commission-only could work. Straight commission rewards and drives individual effort, typically at the expense of collaboration. Our previous system, which was more commission-based, had stood in the way of how people really wanted to work. Can commission-only work in the corporate world? It’s easy to understand.

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Best Practices for Pay Transparency Around Your Sales Reps

Speaker: Grayson Morris, CEO, Performio & Lisa Wallace, Co-Founder, Assemble

How a clearly defined incentive compensation process can provide transparency around commission structures, so reps don’t think comp is a “black box”. How clear guidance and market data can enable reps to understand their comp plans and their payouts.

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Training Incentives Are Vital in the Digital Sales Era

Sales and Marketing Management

As a longtime member of the incentives industry, I am often asked what businesses can do to better manage their sales teams and their relationships with their channel partners in the constantly changing world. A closer look at a sales training incentive program. Why is this a trending incentive initiative? their skills.

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New Data: The Top 5 Unacceptable Sales Performance Findings

Understanding the Sales Force

One interesting finding that I read was that “53% of respondents believe collaborative and team-based incentives is another trend.” Collaborative and team-based incentives might also contribute to why 87% of teams are not hitting quota.

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