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Sales Incentive Plan Nightmares or: The Perfection of Imperfection | James Seechurn
https://jseech.wordpress.com/2015/05/27/sales-incentive-plan-nightmares-or-the-perfection-of-imperfection
Sales Incentive Plan Nightmares or: The Perfection of Imperfection. May 27, 2015. May 27, 2015. In theory, SIP design is fairly straightforward, pick the measures, design the mechanics, implement. Easy, right? Wrong All too often the process can leave even the most resilient of problem-solvers a broken, battered, husk of the consultant they once were, clawing at the walls of the sales incentive prison they have created for themselves. And give you a whole host of reasons as to why a sales plan won’...
A quibble with quotas | James Seechurn
https://jseech.wordpress.com/2015/06/18/a-quibble-with-quotas
A quibble with quotas. June 18, 2015. June 18, 2015. This week I received an interesting query, asking if I had any market sales quota data that could be used to assess if quotas were reasonable or not. I found this a particularly interesting query. Firstly because I was curious to understand why they felt that market data would help them assess the effectiveness of quotas, and secondly because quota-setting, and everything connected to it, is perhaps the most. So at this point you may well be asking, &#...
jseech | James Seechurn
https://jseech.wordpress.com/author/jseech
Thresholds or: Why I learned to stop worrying and love first dollar. May 12, 2016. April 21, 2016. The debate around the use of thresholds is perennial and it’s fair to say that it’s one of the areas of sales comp where common practice varies a fair amount between regions. The argument in favour of a threshold goes something like this – “why would I pay a salesperson to underachieve? We’ll create a minimum level of performance and if they don’t reach it, they won’t get anything”. Why should good sales pe...
Good distribution | James Seechurn
https://jseech.wordpress.com/2015/07/08/good-distribution
July 8, 2015. This piece follows on from some points I made in my previous post, a quibble with quotas. About what the ideal performance distribution. In case anyone is unfamiliar with the concept, basically what we are looking at is how a group of sales people perform against their target or quota. Do most of them overachieve? Do most of them underachieve? Is it about 50:50? A word on stretch. With a target distribution decided, the next step is to decide on the threshold and excellence points. In ̶...
The power of scorecards | James Seechurn
https://jseech.wordpress.com/2015/06/26/the-power-of-scorecards
The power of scorecards. June 26, 2015. Recently I touched on the use of scorecards in measuring the effectiveness of quotas. As a tool often overlooked by the patrons of sales incentive plans, I feel this topic warrants a little more discussion. One of the more interesting sales plan debates I have been involved in started with a question from a high-ranking exec in a multinational telco company:. 8220;How do I know if we’re growing? Choosing the principles and metrics. Many of the factors that affect t...
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第23回 日本Endourology・ESWL学会総会
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James Seechurn | Comp and stuff
July 8, 2015. This piece follows on from some points I made in my previous post, a quibble with quotas. About what the ideal performance distribution. In case anyone is unfamiliar with the concept, basically what we are looking at is how a group of sales people perform against their target or quota. Do most of them overachieve? Do most of them underachieve? Is it about 50:50? A word on stretch. With a target distribution decided, the next step is to decide on the threshold and excellence points. In ̶...
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