Commission Incentives Training 
Sales and Marketing Management
DECEMBER 14, 2020
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. My answer: sales training initiatives. Sales training has grown in importance in the past decade. their skills.
Understanding the Sales Force
FEBRUARY 14, 2025
Over the past 40 years I’ve found that excuse making is usually a cultural problem and until the company fixes that problem, and sales leaders no longer accept excuses of any kind, including rationalizations and justifications, sales training and coaching don’t improve performance.
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Nutshell
NOVEMBER 26, 2024
When users click these links and purchase, affiliates earn a commission, while you benefit from new leads and customers. Affiliate management involves finding and managing partners, which promote your brand in exchange for commission or other incentives. Ensure the structure aligns with your budget and motivates affiliates.
Understanding the Sales Force
JULY 9, 2024
Average Sale $40,000 $44,000 Sold $1 million $1.331 million Increase 33% So if practicing could make every salesperson just 10% better, would result in a 33% increase in sales, a 33% or more (with kickers) increase in commissions, and required only 20-30 minutes per day, why don’t more salespeople practice? Lack of sales training.
SBI Growth
OCTOBER 29, 2012
But wait – this new incentive compensation plan could flop. So, he commissioned HR to design a new incentive compensation plan (IC Plan.) Will a focus on training and coaching be undermined? Suppose HR and Sales have built great training and coaching materials. HR even brought in an expert compensation firm.
Partners in Excellence
AUGUST 21, 2019
Inevitably, the commission plan becomes part of the discussion. “Dave, if only we get the right commission plan, we will fix all our performance problems! ” Me: “How will fixing the commission plan improve those? Alternatively, will giving them a better commission plan cause them to win more business?”
Hubspot Sales
OCTOBER 25, 2023
After exploring some potential topics, I landed on a long-standing debate about sales compensation — whether commission is the most effective sales compensation structure. ChatGPT and Me: “Commission should be done away with.” Argue from the perspective of 'sales commissions are ineffective and should be done away with.'
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