sales-leadership-dysfunction-dysfunctional-compensation-plans 
Partners in Excellence
JULY 26, 2016
My last post inn this series was “ Super Hero Sales Managers.” ” I hesitated for a moment discussing this topic–sales compensation plans. I can barely scratch the surface on this topic, sales people, sales executives, and non sales executives invovled in compensation are likely to be unhappy.
Partners in Excellence
OCTOBER 7, 2019
We are facing a crisis in sales retention. Average tenure for sales people and managers has plummeted to 16.5 As I speak to sales executives and managers about the reasons for the increasing voluntary turnover, too often, they respond, “It’s all about compensation!
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Partners in Excellence
JULY 31, 2016
I recently read this in an article from a sales compensation expert, “In high performing sales organizations 50-70% of sales people achieve quota. If more than 50% of your organization cannot achieve quota, you may have a quota setting issue or a larger problem with coverage or sales strategy.”
Partners in Excellence
APRIL 25, 2017
I always worry when a conversation with a sales executive starts with, “We need to fix our compensation problem.” ” The ensuing discussion usually focuses on, “We aren’t meeting our numbers, we need to fix the compensation/commission system in order to make our numbers.”
Partners in Excellence
FEBRUARY 19, 2015
The majority of performance review/performance management systems in companies are broken–or at least dysfunctional. It’s not a necessary process for compensation management (though I do like compensation tied to performance.). Performance plans as a protection against legal action isn’t really a good defense.
Partners in Excellence
JANUARY 8, 2014
It’s our responsibility, particularly, if we are leaders, to do everything we can to make them realistic, to assure we have plans in place that enable us to be successful. Perhaps the most destructive and dysfunctional behaviors I see in organizations aren’t the big things like meeting our goals or winning a deal.
Sales Hacker
NOVEMBER 10, 2020
Subscribe to the Sales Hacker Podcast. What’s broken with compensation plans? [26:28]. If RFPs are slowing down your sales team, you need to check out Loopio. Welcome to the Sales Hacker podcast. We’re on iTunes. And on Stitcher. Show Agenda and Timestamps. Show Introduction [00:02]. Sam’s Corner [35:50].
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