By: Dave Brock

My last post in this series was “Super Hero Sales Managers.” I hesitated for a moment discussing this topic–sales compensation plans. In many ways, it’s a No-Win discussion. I can barely scratch the surface on this topic, sales people, sales executives, and non sales executives involved in compensation are likely to be unhappy.

Any time we talk about money, someone is likely to be unhappy, there will always be people on each side of the argument with persuasive arguments for their point of view–even if the argument is an “entitlement” argument. Since this series focuses on sales leadership, I’ll focus on it from a management point of view, hopefully helping sales professionals understand some of the issues that drive thinking around compensation. Read More