Tag Archives: sales compensation

Motivating salespeople – lessons from West Point

Motivating salespeople – there are many lessons to learn from West Point cadets. Continue reading

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Motivating sales reps – what’s the role of money?

Motivating sales reps. While there are a lot of different opinions because motivating a sales team is not only an important challenge; it is also one that is extremely complex. The best answer for what works is – “it all depends.” It depends on factors such as: business environment, type of sale, and the individual being motivated. This blog addresses the question: What is the role of money in motivating better sales performance? Continue reading

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Sales odd couple – compensation and strategy

Sales compensation systems and sales strategy have long been established factors that impact sales performance. If the sales reps compensation is not aligned, then the company’s sales strategy will not be implemented. So compensation systems and sales strategy are often not aligned and it is important that they are. This post talks about some do’s and don’ts for alignment. Continue reading

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