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Selling through a Slump
Prepare for the recovery with practical tips and experience-based wisdom from 11 of today’s top sales experts in this industry-by-industry playbook.
Sponsored by: Oracle
Date: January 2009 |
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- Showing items 1-40 of 216
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Seven Vexing Sales Compensation Issues
From the executive summary: ‘Effective sales compensation strategy is imperative to boost the motivation of the sales force. Companies use sales compensation to confirm sales...
Company: The Alexander Group
Date: September 2000 |
The Alexander Group |
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Sales Compensation Plans: Challenges And Opportunities
Your sales compensation plan can help motivate your sales team to achieve the greatest sales success and profitability for your company, or it can merely...
Company: SeaBird Associates
Date: January 2003 |
SeaBird Associates |
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Optimizing Your Sales Compensation Plan
The goal of sales compensation plan is to reward sales success while motivating increased sales performance. Crafting a sales compensation plan that meets your company's...
Company: SeaBird Associates
Date: January 2003 |
SeaBird Associates |
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Designing New Sales Compensation Plans
Sales compensation is the single most important factor influencing both the performance and morale of your sales team, so it is understandable that making changes...
Company: Salesopedia.com
Date: January 2009 |
Salesopedia.com |
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The Corporate Compensation Manager’s Role In Managing Sales Compensation
From the executive summary: ‘Most large corporations are not homogeneous, uniformly structured organizations. In fact, they are collections of individual business units, each with its...
Company: The Alexander Group
Date: January 2003 |
The Alexander Group |
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Sales Compensation Programs Increase Sales Productivity
Adopting a strong customer service orientation for the administration of sales compensation has real benefits. Sales Rep's will become more productive - by knowing how...
Company: Blue Boulder Internet Publishing
Date: January 2009 |
Blue Boulder Internet Publishing |
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Sales Compensation Best Practices: Executive Analytics
Given enough time, almost any business metric can be measured - but sales managers rarely have time on their side. Active management requires real-time, or...
Company: Salesopedia.com
Date: January 2009 |
Salesopedia.com |
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Solving The Sales Compensation Puzzle
How do you compensate a quick printing salesperson? How do you solve this puzzle? I think the first step should be a clear understanding of...
Company: David Fellman & Associates
Date: October 2003 |
David Fellman & Associates |
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Everyday Diagnostics for Improving Your Incentive Compensation Program
Regular diagnostics will help an individual increase the effectiveness of his or her company's incentive compensation program. By becoming intimately acquainted with the program's strengths...
Company: TopLine Sales Compensation Solutions
Date: August 2006 |
TopLine Sales Compensation Solutions |
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The Four Cornerstones Of Effective Sales Compensation
Effective sales compensation is critical to the success of any go-to-market strategy. Yet the design and management of sales compensation is rarely easy. After all,...
Company: Salesopedia.com
Date: January 2009 |
Salesopedia.com |
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Structuring Sales Compensation for Desired Performance
As a percent of revenue, sales compensation varies by job classification. Account Executives whose primary focus is ongoing relationships with accounts that they have developed...
Company: National Independent Contract Dealer Council
Date: August 2004 |
National Independent Contract Dealer Council |
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Design Sales Compensation Plans Carefully
We've all heard the notion that money is not a primary motivator of people. We're here to dispell that notion, especially as it relates to...
Company: Applied Training & Consulting Systems
Date: August 1999 |
Applied Training & Consulting Systems |
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Rewarding Results: The Road To Sales Compensation Excellence
From the executive summary: ‘The causes of sales underperformance and job dissatisfaction often lie just beneath the surface. Products or marketing strategies are not properly...
Company: WorldAtWork
Date: January 2003 |
WorldAtWork |
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Is It Time to Revise Your Sales Compensation Plan?
From the executive summary: ‘Every sales force compensation plan has huge upside and downside potential. On one hand, it can prove to be a strongest...
Company: Alliant Solutions
Date: January 2003 |
Alliant Solutions |
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Making Changes In Sales Compensation Plans
Compensation plays an important role in sales management. An effective compensation plan boosts the motivation of the sales force. This encourages the salespeople to give...
Company: David Fellman & Associates
Date: January 2003 |
David Fellman & Associates |
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Sales Compensation For Tough Times
Nowadays, the global economic fabric is again undergoing a test of its vulnerability and organizations are experiencing employee layoffs in record numbers not seen in...
Company: Nielsen Business Media
Date: February 2009 |
Nielsen Business Media |
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When Sales Compensation Meets Customer Service
Offering better customer service is often what differentiates successful companies from those that aren't. When successfully executed this strategy increases customer loyalty, generates repeat purchases...
Company: Salesopedia.com
Date: January 2009 |
Salesopedia.com |
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Creating an Effective Sales Compensation Program
In today's competitive marketplace, one face many challenges retaining qualified salespeople. One of the biggest challenges is creating a sales compensation plan that motivates and...
Company: The Alexander Group
Date: November 1999 |
The Alexander Group |
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Solving The Seven Riddles Of Sales Compensation Design
From the executive summary: ‘The effective design and administration of a sales plan ensures that target pay is aligned with performance, persuasiveness, marketing objectives, and...
Company: WorldAtWork
Date: January 2003 |
WorldAtWork |
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Sales Compensation Plan Components
A sales compensation plan cannot be developed carelessly if sales reps are to be properly motivated and compensated. We find that many companies have ill-defined,...
Company: Applied Training & Consulting Systems
Date: August 1999 |
Applied Training & Consulting Systems |
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Principles Of Sales Compensation
It is hard to train a person to sell something. The process calls for presenting the sales training methods in the most lucrative manner in...
Company: HR Chally Group
Date: January 2003 |
HR Chally Group |
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The Four Cornerstones Of Effective Sales Compensation Plans
Effective sales compensation is critical to the success of any go-to-market strategy. Yet designing and managing a program is rarely easy. Determining how people are...
Company: EyesOnSales
Date: June 2007 |
EyesOnSales |
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Sales Compensation & Performance Management 2009 Survey Results and Analysis
Based on 1000+ companies, the CSO Insights' 2009 Sales Compensation & Performance Management Report provides summaries of what strategies and tactics companies are employing. The...
Company: Varicent
Date: October 2009 |
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Does Your Sales Compensation Program Work Against You?
Most organizations base their sales compensation programs on revenue, which on the surface makes sense. But this practice can cause several disconnects with corporate goals....
Company: Pursuit Group
Date: March 2005 |
Pursuit Group |
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Installing A Variable Sales Compensation System The Right Way
From the executive summary: ‘The first major milestone for a good project team is to develop a requirements document, which documents the deliverables of an...
Company: The Alexander Group
Date: January 2003 |
The Alexander Group |
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A Telecom Leader Automates Sales Compensation With SAP Strategic Enterprise Management
With more than 3 million customers, mobilkom austria is the leading provider of mobile telephone service in Austria. In 2003, managers in the sales and...
Company: SAP
Date: December 2004 |
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Is your Sales Compensation Plan aligned with the times?
In today's fast changing world, the three to five year rule may be too long. More and more companies are reviewing their sales compensation plans...
Company: Vault
Date: January 2003 |
Vault |
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Global Sales Compensation
Modern business era has seen the blossoming of global corporations. These corporations have their operations in multiple locations across the globe. A thorough understanding of...
Company: Strategic Account Management Association
Date: September 2002 |
Strategic Account Management Association |
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Sales Compensation
This article says that the way salespeople conduct themselves is often a reflection of the company's sales compensation program. A salesperson's commission is typically based...
Company: Salary.com
Date: January 2003 |
Salary.com |
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Sales Compensation and e-commerce
"With more customers ordering goods and services from the Web, questions are being raised regarding sales commissions, account ownership and quota allocation. The issue has...
Company: The Alexander Group
Date: January 2003 |
The Alexander Group |
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Best Practices For Sales Compensation Management
This presentation explains the best practices for sales compensation management.
Company: SlideShare
Date: November 2006 |
SlideShare |
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Promoting Growth through Incentive Compensation Management
Efforts to motivate behavior in a complex business environment lead to complex sales compensation plans. While many of these plans have met success, some well-intentioned...
Company: Varicent
Date: October 2009 |
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Should You Adjust Your Sales Compensation?
"The article says that offering additional compensation not tied to performance may harm the company’s recovery from the slump. As long as the goals are...
Company: Society for Human Resource Management
Date: February 2002 |
Society for Human Resource Management |
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Sales Force Compensation
The compensation of the salesforce is an important tool to boost the motivation-level of the sales personnel. Designing an efficient compensation program for the salesforce...
Company: McGraw-Hill Companies
Date: January 2003 |
McGraw-Hill Companies |
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Pay For Performance Sales Compensation Goal Eludes Many Companies; Productivity Suffers As A Result: Deloitte &Touche Survey
Too often, companies fall into the trap of thinking that sales under-performance is primarily a compensation issue. Many companies fail to do the hard, but...
Company: HR.Com
Date: January 2003 |
HR.Com |
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Is Your Sales Comp Plan An Entitlement Program Or An Incentive For Growth?
It has been seen very often that the compensation plans are not designed to align the organization’s goals with the activities and results management expects...
Company: Pfingsten Publishing
Date: January 2003 |
Pfingsten Publishing |
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Sales Incentives That Motivate Success
Sales compensation management plays an important part in motivating the salesforce in an organization. Before formulating a sales compensation management program, an effective framework has...
Company: Towers Perrin
Date: May 2001 |
Towers Perrin |
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Shifting the Sales Compensation Paradigm
An important question which arises is how do to protect cash positions while balancing the seemingly contradictory problem of keeping cost of sales under...
Company: Refresher Publications
Date: January 2003 |
Refresher Publications |
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Paying for Performance: Aligning Sales Compensation With Strategy
An effective compensation plan aligns sales force rewards with company goals, measures performance precisely and fairly, encourages salespeople to stretch their efforts, and provides rewards...
Company: The Boston Consulting Group
Date: November 2001 |
The Boston Consulting Group |
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Sales Compensation - A Guide for Sales Operations
Overly complex and overloaded compensation plans can develop when a company loses focus and discipline during the planning process. The process often involves too many...
Company: KickStart Alliance
Date: December 2005 |
KickStart Alliance |
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