by Eliot Burdett | Published on - May 9, 2012
We get a lot of questions about whether sales compensation is sagging in light of the economy. The simple answer is no, sales compensation is not dropping…for the reliable performers. The detail behind the answer involves looking at supply and demand. The model of supply and demand is the backbone of price determination in a
by Eliot Burdett | Published on - July 16, 2011
Small business owners are often tempted to offer stock to key managers and employees as an incentive for them to stay and grow with the company. When an employee asks for stock as part of his or her compensation, business owners often see this as a vote of confidence from staff and a way to
by Eliot Burdett | Published on - June 2, 2011
From time to time you will be in a salary negotiation with a sales candidate when they pull out a salary survey as evidence they are worth the compensation they are asking for. So how much weight do you place on salary surveys? The answer depends on a few factors: Was the survey conducted in
by Eliot Burdett | Published on - March 9, 2011
The hunter vs. farmer categorization for sales roles is a crude way to segment the sales function, but it is often a useful distinction, particularly when it comes to comp plan strategy. While new business development roles and existing account management roles both share the goal of generating sales, the roles are fundamentally different and
by Eliot Burdett | Published on - January 10, 2011
Thought provoking video from Dan Pink on the relationship between incentives and behaviors with a couple of interesting observations that potentially relate to sales comp. According to Pink, studies show that for non-mechanical tasks that are complex and require conceptual and creative thinking, a basic amount of compensation must be paid or the person will