Sales MBOs – Never Mistake Activity for Achievement

Sales MBOsA Director or Sales Operations has better than a 50/50 chance that she will write and evaluate her own MBO this quarter. Sales VPs are notoriously bad at administering MBOs. It is a fire drill early in the quarter, forgotten for a few weeks and an administrative headache on the back end.

The argument in favor of MBOs for sales people begins like this:Continue Reading

Enterprise Gamification: The Basics

Enterprise Gamification


“Always work with human nature. If you absolutely must work against it, don’t expect to get away with it for very long.”

We seek to hire ethical sales people with outstanding interpersonal skills. But, we also expect them to be fiercely territorial and competitive. Where you get in trouble is when you have sales operations policies in place that depend upon sales people working opposite the very personal characteristics that make them successful. Team selling incentives and commission split policies are just two trouble spots. When I see overly complicated incentive programs that rely on sales reps being “coin operated” or motivated to “work the comp plan”, red flags start going up.Continue Reading

+Neal Murphy +ESO