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Strategic Initiatives are a valuable management tool to initiate and reinforce desired behaviors in sales execution. They are initially administratively burdensome and require some time to polish and refine to ensure that they focus on the correct situations and behaviors. The sales organization will undergo some angst and disharmony until they become accustomed to creating and executing against them. Management will need to communicate clearly the intent and the expectations

The Impact on Sales Compensation In Sales, Performance & Pay: Sales Compensation for the Future we discussed the changes to the existing sales paradigm. In this follow-up article we’ll consider how these changes have affected sales compensation initiatives. This shift in the sales paradigm has rendered many of the traditional “one-size-fits-all” sales compensation plans useless in the achievement of current and future sales and business goals. In fact, organizations that have plans in

Sales Compensation Past, Present and Future Anyone who has “carried a bag” in a sales role over the past several decades will tell you that the world has changed. Selling in the past required an intimate knowledge of the company’s products and services and how to apply them, prospecting and closing skills, personal initiative and good verbal communications. In addition, to be successful, you needed to be able to get

Outsourcing Your Sales Compensation Part 2: Identifying the “Right” Partner to Implement an Outsourced Sales Compensation Program   In part one of Outsourced Sales Compensation, we discussed the strategic nature of outsourcing the sales compensation program. The “right” sales compensation plan not only initiates and reinforces desired sales behaviour, but is integral in allowing the organization to reach or exceed annual sales goals. Further, when the sales organization maintains an inspirational