2024

Call Center Commissions—Effective Tool or Self-Serving Threat?

In the frenetic landscape of call center sales and customer service, the debate surrounding commissions as a motivator for performance remains a hot topic. While some argue that commission structures can lead to aggressive and unethical sales practices, others contend that well-designed incentive programs can foster a positive environment that prioritizes customer satisfaction and long-term relationships. This article explores the effectiveness of commissions in driving sales results while addressing concerns

Issues & Best Practices Regarding Earnings Caps in Sales Compensation Plans

Implementing earnings caps into a sales compensation plan can be a highly contentious and often focal point for discontent with the plan. No feature of an incentive plan causes more resentment than a cap. In most cases, the application of caps is a result of perceived overpayments in the previous year or as a risk avoidance measure when there is the potential for large deals or significant over achievement on

What to Do If You’re Unhappy with Your Incentive Compensation Management (ICM) System...

Incentive Compensation Management (ICM) systems are essential tools for managing and automating sales compensation. A well-functioning incentive compensation management system ensures accurate payouts, drives sales performance, and aligns the sales force with business goals. However, when your ICM system falls short—whether due to inefficiency, inaccuracies, or lack of flexibility—it can have serious consequences for both sales morale and company performance. If you’re unhappy with your current ICM system, it’s crucial