With the sales landscape changing so drastically, compensation methods must change with it. Fewer extrinsically (money) motivated salespeople and more intrinsically (internally) motivated salespeople mean that compensation, incentives and motivation must dramatically change in order to create an environment of achievement, fulfillment, and satisfaction. Kurlan & Associates works with its clients to help them through these changes in a fair and equitable way, helping companies achieve more results by helping sales teams achieve more.
Helpful articles on sales compensation:
- New Data: Is Sales Compensation Aligned With Changing Motivational Needs?
- The Sales Compensation Plan from Hell and How to Improve It
- How to Change a Crappy Sales Compensation Plan to a Better One
- Do We Have Sales Compensation All Wrong?
- Sales Force Compensation – X Marks the Spot
- When it Comes to Compensation Sales is Not Like Baseball
- Dunkin Donuts – Time to Make Sales Compensation and Sales Competencies Work
- Is Your Sales SCAM Leaving a SCAR on Your Sales Team?
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Dave Kurlan is a Best-Selling Author, Sales Trainer, Keynote Speaker, Sales Thought Leader, and Award-Winning Sales Blogger who has published more than 2,100 articles on sales success. In 1990, Dave founded OMG, the gold-standard in sales assessments and is currently the CEO at Kurlan Associates.
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