Sales Compensation Test Designs: Core Assumptions to Test
In the previous article in this series, Kevin O’Connell and Mark Blessington described the challenges faced by employers who want…
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Sales Compensation: The Value of Testing
Businesses face change at a faster rate today than at any other time in history, making the calculation of sales…
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…
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…
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…
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…
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…
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…
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…
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…