Sales Compensation Blogs

Sales Compensation Plan Best Practices in an Uncertain Market

Written by Mike Emerson on Thursday, 05 November 2020.

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 restructure your sales compensation plan.

You’re Invited: Sales GPS 2020 – Transform Your Distribution Sales Model

Written by Mike Marks on Tuesday, 11 February 2020.

You’re Invited: Sales GPS 2020 – Transform Your Distribution Sales Model

This May, IRCG’s Mike Marks and Mike Emerson will be participating once again in the Sales GPS conference in Chicago, Ill.

Stump the Consultant: Biggest Mistakes Made with Sales Compensation

Written by Mike Marks on Wednesday, 20 November 2019.

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’?

Written by Mike Marks on Tuesday, 30 May 2017.

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 the field sales team is imperative to building customer relationships and gaining mindshare, justifying the massive expense.

3 Questions to Ask Before Changing Your Sales Compensation Plan

Written by Mike Marks on Monday, 17 April 2017.

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 spoke about changes in how customers are shopping and buying; the growing need for a team-selling approach to meet customers’ needs more efficiently; where e-commerce fits in today’s world; and how to evaluate your sales process to identify gaps in how you’re serving your customers.

Changing Your Sales Comp Plan? Communication is Key

Written by Mike Emerson on Wednesday, 07 September 2016.

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

on Wednesday, 20 July 2016.

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, the inmates are running the asylum.

How Do Millennials Really Feel About Sales Compensation?

Written by Mike Emerson on Tuesday, 19 April 2016.

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 was a red flag. But it’s time to question this old way of thinking.

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

on Monday, 07 March 2016.

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 issue of Industrial Distribution magazine.

What Really Drives Sales Rep Retention?

Written by Steve Deist on Monday, 29 June 2015.

What Really Drives Sales Rep Retention?

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 critical factors in retaining your front line.