23
May

In industries like property and casualty insurance, ethics and compliance play a huge role in how companies want to set up their incentive programs. Mark Herbert’s most recent article, exclusive… Read More

15
Apr

The element of surprise is incredibly effective when it comes to sales rewards. And it’s not just because surprise incentive rewards are fun. Scientific studies have shown that unexpected incentives… Read More

9
Apr

Common wisdom says that sales employees can be sorted into three groups: laggards (the bottom 20%), average performers (average performers, the 60% majority), and star performers (the top 20%). This… Read More

18
Oct

Numbers, data, and analytics. They are one of many crumbs in the forest leading us to the bigger picture – the corporate revenue goal. But when your sales aren’t meeting… Read More

9
Oct

Say you have a dedicated team of full-time salespeople. All are eager to close the deal, and scale that commission ladder as if it were Everest. And you can tell… Read More

1
Oct

Salespeople find sales opportunities by following the sales process and talking with prospects. But what if your company could create sales opportunities on top of the ones your sales team… Read More