Sales is a company wide responsibility to help the frontline sales person capture revenue and keep the buyer financially engaged with the firm.

Five Ways to Manage Change in Your Incentive Compensation Plan

0comment
the ceo magazine, sales team management,
John Ristuccia, Vice President, Professional Services, Optymyze

When introducing any incentive compensation plan changes, consider these five steps to keep the sales team engaged and eager to meet their goals.

At a time of constant change and ever-growing competition, a company’s sales compensation plan is one of the most powerful tools it has to improve sales performance by influencing sales behaviors. To be most effective, company leadership must ensure an agile approach to help the sales organization adapt to rapid changes in the market, competitive landscape and the company itself. But introducing any changes to how salespeople are compensated can be met with significant resistance, and if not handled properly, can lead to resentment, lower productivity, and higher turnover among the sales team at a time when they are needed most.

Negotiating is an Art

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the ceo magazine, negotiation,
Ray Zinn, Author, Tough Things First, Lessons On Management, Leadership and Entrepreneurialism from Silicon Valley’s Longest Serving CEO

The longest afternoon you will spend is at a four-way stop in a small Southern town. Shared Southern politeness will cause everyone at the intersection to insist the other three people go first.

This is a failed negotiation.

The Sweet Smell of Selling Benefits

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the ceo magazine, advertising,
Dave Marinaccio, Author, All I Really Need To Know I Learned From Watching Star Trek and Admen, Mad Men, and The Real World of Advertising

Advertising is an intrusion. An unwanted interloper. A necessary evil. It’s the price we pay for television production and to hold down the cost of FIOS. It is the intersection of free speech and free enterprise.

Guess how many advertising impressions the average American receives every day? Go ahead, I’ll wait.

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