Blog of Incentive Compensation

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March 24, 2020

Omni-channel strategy: moving to an incentive compensation transformation

When more and more sales are achieved partially or even exclusively on internet, a large number of salespeople are struggling with the development of the digita...

March 17, 2020

Should we cap incentive compensation of sales people?

According to the latest variable compensation survey published in 2016, more than 87% of business executives and sales managers believe that introducing incenti...

March 10, 2020

Bonuses for support functions: can incentive compensation extend beyond commercial function?

According to a recent study on variable pay, conducted by Hays, more than 61% of French employees would consider changing jobs in order to obtain a more attract...

February 25, 2020

Trade management: 6 tips for over motivated teams!

The key of business management is always the motivation of sales people and their support to help them become more efficient. Crucial process for your company, ...

February 18, 2020

Commercial performance: How to get a commercial team at the top?

Competition between companies: an undeniably daily fight. As a result, you need efficient salespeople, committed and motivated to keep making money despite a di...

February 11, 2020

Junior sales people, digital natives, experienced managers, seniors: how to motivate them?

There are four main business profiles: junior sales people, young people, experienced executives and senior sales people. The expectations and objectives of eac...

February 04, 2020

Warning: never under-estimate the role of HR in the motivation of sales people!

The role of a Human Resources manager in motivating your sales team is essential. Ideal interlocutor between the employees and the brand of the employer, it act...

January 28, 2020

Incentive compensation for team spirit and success

One for all and all for one! Team cohesion will ensure your success. Our advice for your variable incentive compensation plan also contributes to it.

January 21, 2020

Omni Channel strategy: what tools?

"We are looking at a convergence between pre-sales and after-sales. This phenomenon is directly related to the omni-channel concept and the notion of customer j...

January 14, 2020

How to prepare your annual apraisal and objectives setting interviews?

  Moment of exchange, motivation, objectives setting ... The annual appraisal interview is a very managerial moment. Our advice to prepare it well.

January 07, 2020

How to make your sales people addict to CRM?

According to a recent Salesforce study, conducted among 1209 European leaders of small businesses, SMEs and start-ups, 1 in 6 managers said they feel that a CRM...

January 02, 2020

New technologies to support your sales people

"The explosion of data available on the web (social networks, blogs, press ...) upsets the codes of B2B sales. New purchasing behaviors, digitalisation of socie...

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