sales compensation
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Is Your Sales SCAM Leaving a SCAR on Your Sales Team?
- December 1, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Over Thanksgiving, my 23-year-old son was explaining the difference between two private high schools he attended. He said a typical day at the first high school went something like:
45-minute Break
2-hour Class
45-minute Study Hall
1-hour Lunch
45-minute Break
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Is Complacency to Blame for Missed Quotas? A Deep Dive into Sales Performance Challenges
- May 30, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Yesterday, the CEO I spoke with said more than half of his salespeople were not hitting quota, and he also thought they were complacent. It’s not unusual to hear about quota fails or complacency in these conversations, but with this
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New Data: My Top 5 Unacceptable Sales Performance Findings
- February 14, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I read the majority of the reports, studies, white papers, and books related to sales development because others in the field might stumble onto a trend, an insight or a statistic of which I was not aware. That’s why I
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Magazine Discredits Their “Born to Sell” Article with Junk Science
- October 25, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I love it when readers forward links to me, hoping I will debunk the article in a Blog post. That’s what happened when Mike Shannon sent me the link to a recent Success Magazine article entitled, “Born to Sell?
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Wouldn’t Sales Call Play-by-Play Analyses be Fun?
- January 27, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…We are only two weeks away from the 2024 Super Bowl and it got me thinking. You may have recently watched an NFL playoff game, or an NBA or NHL game and listened to the broadcasters breathlessly describe the way
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What If Pay Equity Comes to Sales Teams?
- February 28, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Today’s article is different from most of my other articles because there is no opening analogy, very little data, and a complete lack of humor. It’s such a serious article I was ready to delete it before I clicked the
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New Data: Is Sales Compensation Aligned With Changing Motivational Needs?
- October 31, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…My MacBook Pro is running Monterey version 12.6 and it has been charging to only 80%. This was driving me crazy so I did some digging and found that the default battery setting is “Optimized” where it says the following:
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The Sales Compensation Plan from Hell and How to Improve It
- September 17, 2021
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Have you ever attempted to complete a jigsaw puzzle when the entire puzzle is a solid color? You dump all the pieces on the table and say to yourself, WTF?
Have you ever come to a strange intersection
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Why You Should Care That Sales Motivation Data Correlates Perfectly With Sales Effectiveness
- September 13, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…In the summer of 2017, under the cover of a solar eclipse, Objective Management Group (OMG) added and began testing for Altruistic Motivation as one of 3 types of Sales Motivation. Sales Motivation is one of the 21 Sales Core
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How to Change a Crappy Sales Compensation Plan to a Better One
- November 3, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Nearly every company gets to the point where they must realign territories, accounts or roles. While doing that is always challenging, perhaps the biggest issue is how salespeople will respond to the impact this change has on their total compensation.