7 tips for designing your sales incentive scheme

9th February, 2017
Determine if you really need one There are sales roles and then there are sales roles.  Many roles are more like customer service roles, which happen to be attached to a revenue target.  The less self-aware people who are in these roles celebrate success when they are up in sales, but blame the market when they are down in sales.  When the revenue generated is due to several variables that are outside of the control of the sales person, when the role is largely qualitative in nature, or complex in that there are a number of different outcomes you’re wanting,... read more»

The eleven factors for employee performance

9th February, 2017
What about financial incentives? What?  Surely financial incentives drive performance.  It can look that way, because people focus on those financial incentives and achieve the given goals related to those targets (e.g. sell more of product A instead of product B).  It can help to retain people but it doesn’t increase overall performance by as much as the factors below. The 11 factors Now let's go through the eleven most important factors.  It is important to note that to get the best result is sensible to address all seven factors, because one factor that is ignored may block the others from... read more»