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sales comp plan for 2018
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InnovateWork Toronto Panellist David Johnston Offers His Take on People Analytics Ahead of Big HR Summit The Sales Resource Group’s President, David Johnston, was published this week in Toronto-based HR publication, The HR Gazette. David Johnston’s latest article is called People Analytics – Why We Need to Invest in More Than Just Data! and considers why so many incentive programs have failed to meet expectations, what are the root causes of lack of commitment

SALES TEAMS
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Few factors are more vital than maintaining a competitive sales compensation when it comes to recruiting, hiring, and retaining the best salespeople. Here are our tips to help you make better decisions about base salary, commission, bonuses, and other vital factors which will influence how your sales team members act. Transparency First and foremost, we suggest that whenever possible, be upfront and transparent with your sales team members. Make sure

social selling
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Sales Compensation Strategies for Getting More From Middling Sales Pros Most business leaders are focused on rewarding and retaining top performers (aka the ‘breadwinners) with the assumption that by making the top lucrative enough, it will increase everyone else’s performance as they try to get there (which is a false presumption). Sales leadership and sales operations spend hours in meetings discussing how to design a sales incentive plan focused on

Increase revenue
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A recent report from the Alexander Group’s Sales Compensation practice found that sales departments increased sales volume 5% in 2017. This was equal to the projected growth of 5% estimated at the end of December 2016 for 2017 performance. Meanwhile, sales leaders expect sales revenue to grow 6% this year. 2% was the median increase in incentive payments to sales personnel in 2017, matching the planned 2% increase anticipated at

Commissions
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Your sales team is vital to your company’s bottom line. The way your salespeople are recognised and compensated can have a huge impact of the revenue your organization can achieve. No sales comp plan is perfect but finding the correct balance between controlling the downsides while still reaping the positive effects will distinguish your from your competitors. In this SRG article,  we’ll discuss one of the most-used sales comp plan

Increase revenue
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Every business wants to find that fuel that will accelerate the sales engine. Often, they turn to sales commission as the solution. Done correctly, commissions can be that foot on the gas that your organization needs; however, commission-based sales also create new challenges for organizations, and making changes to existing commission structures can cause dissatisfaction in the team. Find out how to structure commission to ensure that your implementation is

social selling
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One of the brands with which SRG collaborates is the Canadian Professional Sales Association. In addition to our team being members of the sales association, SRG President David Johnston has been a guest presenter, author, interviewee and even a podcast host with the CPSA! It’s been a fantastic journey so far and it’s important to get such opportunities to reach wider audiences of Sales professionals and business leaders in order

SALES TEAMS
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We all know that incentives work. We use them all the time – to teach and motivate children, to train our pets, and to encourage salespeople. While no one questions whether incentives work, we do often question which incentives work, or how they should be given out. In a business, and specifically on a sales team, compensation structure can be a complex issue. Businesses must balance the need to incentivize

Artificial Intelligence and Sales
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Future of Sales: The Impact of AI and How Top Salespeople Will Thrive If you pay attention to technology, you will have heard about AI and potential is has to disrupt the workforce. Many jobs will be automated and replaced by computers, and there are reports that millions will be out of work. While this glimpse into the future may be scary, sales people can rest easy. The best sales

social selling
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Social media is here to stay – everyone from your great aunt to your boss to your kids are sharing statuses, goofy faces, or live updates. These platforms give people entirely new ways to connect with one another, and this is something that sales professionals need to leverage to succeed in the modern sales environment. With all of the different platforms and features out there, social selling can become overwhelming.