Sales Compensation

Are Scorecards Upping Your Game, or Sidelining Your Supplier Relationships?

Are Scorecards Upping Your Game, or Sidelining Your Supplier Relationships?

Written by Mike Marks on Thursday, 21 February 2019.

Supplier scorecards can be a highly useful tool that directly drive profitability. Or they can spark friction and permanently fray relationships between distributors and...
Have Your Salespeople Hit the Compensation ‘Point of Diminishing Returns’?

Have Your Salespeople Hit the Compensation ‘Point of Diminishing Returns’?

Written by Mike Marks on Tuesday, 30 May 2017.

I’ve worked with dozens and dozens of distributors and manufacturers over the past couple of decades, and in that time, I’ve heard more times than I can count that the field...
3 Questions to Ask Before Changing Your Sales Compensation Plan

3 Questions to Ask Before Changing Your Sales Compensation Plan

Written by Mike Marks on Monday, 17 April 2017.

At IRCG’s recent executive workshop, Sales GPS, we spoke with wholesale distribution executives about the need to rethink their distribution sales models to adapt to new...
Changing Your Sales Comp Plan? Communication is Key

Changing Your Sales Comp Plan? Communication is Key

Written by Mike Emerson on Wednesday, 07 September 2016.

If you embark on changes to your sales compensation plan, remember: Communication is key.
Rethink Your Approach to Sales Incentives

Rethink Your Approach to Sales Incentives

on Wednesday, 20 July 2016.

Effective sales performance is and will continue to be critical to a wholesale distribution company’s long-term success. But the sales function continues to be undermanaged...
How Do Millennials Really Feel About Sales Compensation?

How Do Millennials Really Feel About Sales Compensation?

Written by Mike Emerson on Tuesday, 19 April 2016.

The traditional view this industry has taken was that successful field sales reps needed enough confidence to have some skin in the game, and that wanting a higher salary was a...
Featured in Industrial Distribution: Selling Less, Making More Too Good to Be True

Featured in Industrial Distribution: Selling Less, Making More Too Good to Be True

on Monday, 07 March 2016.

IRCG Partner Mike Emerson’s article on the downsides of using Activity Based Costing (ABC) as the basis for a net profit-driven sales compensation plan is featured in the...
What Really Drives Sales Rep Retention?

What Really Drives Sales Rep Retention?

Written by Steve Deist on Monday, 29 June 2015.

Sales retention is critical for wholesaler-distributors. But plans to retain top talent are usually not as effective as leaders think. This blog looks at one of the most...

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