Straightening out the Bell Curve: Spurring sales mobility with smarter evaluations
By Brian Thompson
The Bell Curve has long served as the basis for many enterprise evaluations, including sales mobility. This model operates on the theory of "normal distribution" - the idea that an arithmetic mean for performance has an equal distribution above and below the curve. In short, it asserts that...
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Applying analytics to improve sales workflow
By Brian Thompson
If you're asked to think about sales workflow, your mind might conjure up a picture that emphasizes fluidity. After all, the word "workflow" has a certain connotation of a process that is functioning smoothly without any hiccups. However, as sales chains expand and change marketing and...
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Sales effectiveness metrics help defeat common obstructions
By Brian Thompson
When sales just aren't clicking along, it can be difficult to pinpoint a culprit. A slump may just be a fleeting performance dip, but it could also be indicative of a larger issue. Either way, there are any number of factors that could be the reason for underperforming sales. More likely, it's...
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How sales performance and compensation management helps organizations avoid the 'curse of competence'
By Brian Thompson
Sales performance and compensation management are key tools in a company's effort to reward its true difference-makers. With sales performance management that targets employees on an individual level, organizations can gain better insight into the dynamics that shape teams or departments. It...
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3 ways to optimize sales performance management software
By Brian Thompson
In the sales world, stagnation is the enemy of progress. A performance plateau not only limits future profitability, it's probably indicative of a deeper-seated issue in the company. You can help reverse the process of sluggish productivity and reinvigorate employees with...
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The importance of team chemistry
By Brian Thompson
A cohesive, unified team is one of the most important factors in the success of an organization. According to the Clinical Psychology Associates of North Central Florida, employees who do not get along ...
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Optimize talent management in sales through compensation
By Brian Thompson
A motivated sales force can be a powerful asset. In order to foster such a team, it is essential to pay attention to the details of a happy, focused and engaged sales team.
When salespeople feel they can reach unlimited personal growth through their performance, they are often more...
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3 Activities to Jump Start Your Sales Team Building
By Brian Thompson
Building sales team morale and keeping sales employees engaged is an important part in the sales manager’s job. Solid managers know how to create a work environment to inspire the best from their hired hands, and in doing so, often greatly improve employee morale, well-being, and productivity...
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Diversify commission tactics
By Brian Thompson
Sales commissions and merit increases are well-established parts of the modern American workplace, but those rewards aren't the only motivating factors for strong performance. According to the Harvard Business Review, sales and finance organizations tend to ...
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How to motivate employees with incentive compensation management
By Brian Thompson
Incentive compensation management is key to a motivated workforce. A motivated workforce, of course, is key to lasting business success. That much is clear - how to actually motivate your employees in an effective and lasting way is another matter entirely. There's an art to motivation that...
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A guide to adopting sales performance management
By Brian Thompson
Sales performance management can drive significant change in the way your company functions. To a large extent, an organization's competitive advantage depends on the effectiveness of its sales team. Therefore, any technique or technology that can improve your team's ability to sell your...
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