Back in the day when I was hawking those primitive applications Oracle was creating; us applications sales reps were rather “back of the bus” to the database/technology reps- who were treated and paid like kings. (Was that ~ 1998? Ouch!) Apparently they are still the “studs” of Oracle, but that title generally comes with a higher quota too.
Continue reading "What are those Oracle Sales Rep’s getting paid these days?" »
The way salespeople conduct themselves is often a reflection of the company's sales compensation program; and how well the company does is often a reflection of the effectiveness of its commission program.
For modern multinational corporations, the most appropriate motto for their sales incentive programs might be, “Think globally, reward locally.” That’s because while worldwide sales performance has become an increasingly important component to many companies’ bottom lines, sales organizations have often struggled to find effective, culturally sensitive, and budget-appropriate ways to motivate a far-flung sales force across the globe.
Continue reading "Worldwide Motivation- Global Sales Reps" »
Companies looking to energize the sales team while squeezing out a little more revenue are always tempted to monkey with the compensation plan. And boy do the salespeople love that! There are, however, some effective strategies for revamping a comp plan so that everyone’s happy. But first, say sales compensation experts Raoul Choos and Robert Surdel, you need to approach the process with an understanding of some of the fundamentals behind sales compensation. :
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