8 Best Practices for Sales Compensation Field Testing
In this, the third of three articles about determining the proper mix between salary and incentive cash when calculating sales…
In this, the third of three articles about determining the proper mix between salary and incentive cash when calculating sales…
In the previous article in this series, Kevin O’Connell and Mark Blessington described the challenges faced by employers who want…
Businesses face change at a faster rate today than at any other time in history, making the calculation of sales…
The holidays are over, and the optimism of the New Year is upon us. It is time to finalize the…
By Kevin O’Connell Managing Partner, Accelerate Consulting Group Calculating the ROI on sales compensation is not just an activity for…
By Kevin O’Connell Managing Partner, Accelerate Consulting Group Caution: New metrics for sales incentives require history. I learned this lesson…
By Kevin O’Connell, Founder, Accelerate Consulting Group Even the most effective sales compensation plan designs can be destined for failure…
By Kevin O’Connell, Founder of Accelerated Consulting Group In recent discussions with sales leaders, six key issues emerged that captured…
A sales leader has to have a defined sales strategy and sales roles before designing or modifying the sales compensation…