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"Sales Force Effectiveness"
9) Too many SPIFFs. Creatively designed by brand managers in their quest for gaining attention share from salespeople, they may end up expensively undermining the whole incentive system (and company performance too). I have to admit that some of them, especially [...]
5) Provide incentives for things with small weights, which in the end is meaningless. Or put differently: less than 10% in the total economy of the bonus won’t boost morale of any real performers. In other words: put the money [...]
When it comes to bonus schemes the old adage “you’re getting what you’re paying for” is as true as always. Managers, linear, logical and predictable as we have always been, (we were rather unlikely to have become managers if being otherwise) are struggling to find the ideal, universally accepted bonus [...]
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