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To help determine a company's true profitability, here are the first three questions we ask brokers:
Is Your Profit an Illusion?
Best Practices: Adjusting Compensation Plans for Inflation
How to Make Each Sales Associate a Profit Center
View each sales associate as if he or she were an individual company. (Your firm as a whole is then like a big conglomerate.)
At Risk of Losing Your Top Producers?
In our work with hundreds of sales organizations, we see many making the same mistakes with regard to their top producers. To keep from losing your best sales reps, here's how to avoid these common pitfalls.
Dealing With Change
But we are also seeing companies succeeding, despite market fluctuations. Companies buying up other firms, recruiting top producers away from weaker competitors – companies that are growing rapidly.
Why Choice Matters
One of the issues we discuss often with managers is why offering a choice of compensation plans is such a smart strategic move for the business, especially in this market. Here is what we tell them...
BIG Hat, NO Cattle? | Thriving in a Market Downturn
Is your business all hat and no cattle? In other words, are you focusing on increasing revenue at the expense of profit?
NEW PRESS: Your Front Line Sales Manager - Glorified Sales Rep or Driver of Growth?
CM Global Partner's CEO, David J. Cocks, has recently been interviewed by David Massover in an Ebook titled Your Front Line Sales Manager - Glorified Sales Rep or Driver of Growth.
Top 6 Considerations When Applying LEAN To Sales Force Compensation
The challenge of designing sales force compensation plans is to create an environment where sales people are motivated and a transparently business culture is created. It is vital as many obstacles as possible are removed from the process so sales people can maximize their results while ensuring the company’s greater goals are met. Those goals could include achieving profitability targets, increasing revenue, controlling expenses or recruiting and retaining a desired sales force.
From our experience spanning over 25 years, the below points are vital to enhance the process of successfully setting up LEAN to your sales force compensation plans.