December 3, 2025
The corporate world has seen numerous layoffs announced from 2022 through 2025. Big Tech, in particular, laid off tens of thousands of workers, reversing the massive […]
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December 1, 2025
Why Sales Compensation Teams Must Understand Quota Setting Over the years, I’ve worked with many Sales Compensation Professionals. While most have a solid grasp of the compensation plan including measures, […]
November 24, 2025
The Challenge I’ve worked in Sales Compensation for a long time, and believe me, implementing processes tied to legal requirements can be challenging. Laws evolve quickly, […]
November 16, 2025
The Quota Conundrum I have interviewed many salespeople over the years, and when the discussion gets to quotas, I can pretty much predict with 100% certainty […]
January 11, 2025
Not too long ago, I was on the hunt for a vacuum. But not just any vacuum—I needed one that could tackle hardwood, tile, laminate, and […]
July 1, 2024
Whether or not the idea of “Growth at all costs” is dead, organizations are nevertheless revising sales incentive plans to limit incentive costs if organizational goals […]