A simple, well-defined compensation and incentive plan is one of the most important attributes of a growth company and a competitive differentiator when it comes to creating a work environment where the very best people want to work. 68% of companies rely upon sales operations leadership to plan, design and implement the sales compensation plan.


Sales Compensaton: Which Rewards Really Motivate?

Sales Compensation“Sell like you don’t need the money”

Ever wonder why this simple advice is still in use no matter how complex or how transactional the sale? I’ve taught it in basic sales training and utilized it throughout my sales career.  The behavioral economics research* cited in Daniel Pink’s book “Drive” refutes the basic premise that higher rewards equal higher performance.Continue Reading

+Neal Murphy +ESO