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...
Sales Compensation
Sales Compensation Plan Best Practices in an Uncertain Market
As the pandemic continues to change the way salespeople interact with customers, forget about bandaging disruptions to old sales compensation plans. Instead, seize this moment as an opportunity to...
Stump the Consultant: Biggest Mistakes Made with Sales Compensation
The biggest mistake management teams make, when it comes to sales compensation, is using the pay plan to manage salespeople.
Have Your Salespeople Hit the Compensation ‘Point of Diminishing Returns’?
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...
3 Questions to Ask Before Changing Your Sales Compensation Plan
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 market realities. We...
Changing Your Sales Comp Plan? Communication is Key
If you embark on changes to your sales compensation plan, remember: Communication is key.
Rethink Your Approach to Sales Incentives
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 and, in some cases,...
How Do Millennials Really Feel About Sales Compensation?
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...
Featured in Industrial Distribution: Selling Less, Making More Too Good to Be True
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 latest...