Forecast Performance Incentives

POSTED BY Carl Moe on Sep 5 under Incentive Process

This time of year is when we get the most questions regarding how to change and improve next year’s performance incentive plans. Our incentive plan model is to reward results and one area that should be considered is forecast accuracy. Good sales people work hard to make sure they do not leave any incentive opportunities [...]

CRO Leadership Matrix

The CRO role – like all executive roles – is a combination of coaching, accountability, motivation and staffing. All too often CRO’s get busy with prospects, customers, and new market opportunities such that the consistency and effectiveness in their leadership role gets set aside. To avoid that mistake, we use a leadership activity matrix in [...]

Salesopedia Interview-Chief Revenue Officer

POSTED BY Carl Moe on Nov 30 under Incentive Process

Welcome back from a long holiday weekend.  We are into the home stretch for the remainder of this year and incentive plans are the hot topic amongst my clients.  That fact was the driving force behind my recent Salesopedia article – Incenting the Incentive Plan.
I recently completed a podcast interview with Clayton Shold from Salesopedia [...]

Incenting the Incentive Plan

POSTED BY Carl Moe on Nov 25 under Incentive Process

It is that time of year where CRO’s are developing sales quotas and incentive plans for next year.  I have an article up on Salesopedia.com that you can read as you prepare your 2010 plans.
Follow this link to read the article.
If you don’t have time to read the entire thing, here is one critical point [...]

Ineffective Sales Plans

POSTED BY Carl Moe on Sep 28 under Incentive Process, Motivation

Probably the most common mistake I see companies make is developing a performance-based incentive plan where they pay the same commission for both new account business and ongoing business with established accounts.
New account business is ALWAYS worth more than ongoing business with existing accounts because:

it’s more difficult business to obtain than continuing business with already [...]

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