June 2017

Top Salespeople and Creating the Right Environment

Creating the “Right” Environment In an effort to “align” salespeople to the goals and strategies of the company, many companies are developing sales compensation plans that are specific to the sales role and customer/territory situation that the individual is working in. This customized approach works particularly well within a framework that applies a common and consistent mix, target total compensation and measurement criteria relative to each role. In the framework

Sales Comp Strategy Pros and Cons

Strategic Initiatives are not for every organization or for every sales role. They work most effectively when used to ensure that not only do the sales get made, but also they are executed in a particular manner or focused on the appropriate customer. What are the pros for using Strategic Initiatives? Some of the positives for the use of Strategic Initiatives in a sales compensation plan are: Behavioral They support

Finding and Retaining Those Purple Squirrels - Latest SRG Post on The HR Gazette

The Sales Resource Group’s President, David Johnston, was published again this week in Toronto-based HR publication, The HR Gazette. David Johnston’s latest article is called Attracting Top Talent: Where Do We Find Another Matt? and considers ways to attract and retain those all-important purple squirrels – the star performers who can make the difference a company’s bottom line. Here’s an extract from the new article. To read the full post, visit