Sales Compensation (sales compensation) Articles

Navigating the Potholes of Incentive Compensation to Improve the Bottom Line By Mark A. Stiffler, President, Synygy, Inc. The following guidelines can help the reader avoid common problems in an incentive compensation plan. The compensation plan, as a management tool, will either help your company increase its bottom-line or create or deter the company’s goals.		Compensating Key Account Managers: A Blueprint for Success By Gary Tubridy, Senior Vice President, The Alexander Group, Inc. Recent findings from a Strategic Account Marketing Association survey of key account management programs reinforce these observations. The purpose of this executive summary is to describe key findings from that survey and suggest action steps you may wish to consider as a result.
Chat with Cichelli Questions & Answers Answers by David Cichelli, Senior Vice President, The Alexander Group, Inc. The following questions and answers are taken from an online chat session with David Cichelli, nationally known expert in sales compensation issues for The Alexander Group, Inc., SalesLobby.com’s parent company. Minor editing has been performed for clarity. More question and answers are available through SalesLobby.com’s next sales compensation newsletter.