Back to the Future: Rethinking Sales Compensation in Times of Tariffs
When tariffs rise, prices follow—and if you’re not careful, so does your sales payroll. That might not sound like a bad thing at first. But when commissions balloon due...
Mike Emerson
How to Successfully Restructure Sales Compensation Without Losing Your Sales Team
When was the last time you reviewed your sales compensation structure? If it’s been too long, you may be losing effective team members as a result. Having the right...
Sales Compensation Plan Best Practices in an Uncertain Market
Designing a sales compensation plan to fit today's sales dynamics? Follow these best practices to incentivize profitable growth.
5 Best Practices to Guide Your Sales Compensation Redesign
For salespeople, the top predictor of income should be performance, not tenure. But all too often, it’s the other way around. The truth is traditional sales compensation plans that...
Pandemic Revenue Index: A Look Back at 2020, an Unstable Year for Distributors
About one year into the pandemic, we wrapped on our weekly Pandemic Revenue Index after 50 straight weeks, with the final index published for the week of March 1-5,...
Distributor Weekly Pandemic Revenue Index (PRI): March 1-March 5, 2021
This week’s index will be the final one published by IRCG. We started the Pandemic Revenue Index (PRI) in March of 2020 and we’ve published it for 50 straight...
Distributor Weekly Pandemic Revenue Index (PRI): February 22-February 26, 2021
Each week, we’ll be tracking a snapshot of year-over-year distributor revenue with our Pandemic Revenue Index (PRI). The index was created in March 2020 to try and provide a...
Distributor Weekly Pandemic Revenue Index (PRI): February 15-February 19, 2021
Each week, we’ll be tracking a snapshot of year-over-year distributor revenue with our Pandemic Revenue Index (PRI). The index was created in March 2020 to try and provide a...
Distributor Weekly Pandemic Revenue Index (PRI): February 8-February 12, 2021
Each week, we’ll be tracking a snapshot of year-over-year distributor revenue with our Pandemic Revenue Index (PRI). The index was created in March 2020 to try and provide a...