by Eliot Burdett | Published on - March 6, 2010
We recently responded to the following question on LinkedIn: Sure seems like nobody wants to work for commission only anymore.. selling software … Anybody know why? Its a job. Great question and I agree with the other posters here – this is a rough economy and people know that in many companies, the sales aren’t
by Eliot Burdett | Published on - December 9, 2009
A few days ago I bought a new cellphone at a retail outlet and thought I would share the experience since it highlights how not to design a comp plan (no need to mention the company). The store rep was great, engaging me, asking questions, showing various different products and sharing facts and opinions on
by Eliot Burdett | Published on - July 8, 2009
One of the most challenging areas in a company’s incentive plans are sales compensation plans. We often get asked to provide input on comp plan strategy and it is actually part of Peak’s recruiting services. I ran across this article on article on compensation from our good friend Colleen Francis at Engage Selling (www.engageselling.com). She
by Eliot Burdett | Published on - June 29, 2009
We often receive questions about the merits of various comp plan elements and alternatives. Recently received a question about the frequency of bonuses. The right mix of incentives and structure depends on what you are trying to achieve. While commissions are typically tied to closed sales, while bonuses are often linked to other sales events