New Year | New Plan

The holidays are over, and the optimism of the New Year is upon us. It is time to finalize the…

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Sales Compensation

Calculating Sales Compensation ROI

By Kevin O’Connell  Managing Partner, Accelerate Consulting Group Calculating the ROI on sales compensation is not just an activity for…

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Sales Incentives

Lesson Learned: Metrics Require History

By Kevin O’Connell  Managing Partner, Accelerate Consulting Group Caution:  New metrics for sales incentives require history. I learned this lesson…

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Sales Compensation Plan

How to Successfully Roll Out A New Sales Compensation Plan

By Kevin O’Connell, Founder, Accelerate Consulting Group Even the most effective sales compensation plan designs can be destined for failure…

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The 6 Things That Keep Sales Executives Awake At Night

By Kevin O’Connell, Founder of Accelerated Consulting Group In recent discussions with sales leaders, six key issues emerged that captured…

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Creating a Successful Sales Incentive Plan in 5 Decisions

A sales leader has to have a defined sales strategy and sales roles before designing or modifying the sales compensation…

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The Importance of Strategically Designed Compensation Plans

Compensation plans have not always been considered a strategic business initiative.  However, with the effects they have on recruiting, retaining…

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Using Consistency and Flexibility to Localize Global Sales Compensation Plans

Conventional wisdom dictates that within the realm of compensation, one size cannot fit all. Add in the complexity of sales incentives and…

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Selling In a Low Demand Economy

The economy continues to struggle. As austerity takes center stage, consumers continue cutting back. Corporations are profitable after earlier belt…

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Lessons From The Great Recession: Setting Quotas When The Economy Is Unpredictable and Turbulent

Although the National Bureau of Economic Research considers the recession over, many businesses are still feeling the impact of the downturn…

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