Archive for May, 2009
Recession Coming to a Close
Friday, May 29th, 2009 | Compensation Plans, SPM | 1 Comment
Going into the weekend, I wanted to share some bright news I noticed this week. Evidently a team of leading economists from the National Association of Business Economists (NABE) have predicted an end of the recession to come in 2009. Yes, that’s this year!
The NABE panel does temper the enthusiasm of the report saying that the predicted recovery will be “more moderate than is typical following a severe downturn”. Still, to those of us in the sales performance industry that have consistently seen companies’ attainment versus quota numbers way down, it’s refreshing to see a (somewhat) bright forecast.
A late 2009 recovery is definitely something to keep in mind when considering your 2010 plan changes and quotas. Of course, depending on your industry and its tendency to lead or lag, your mileage may vary. Hopefully upward activity will be contagious in the same way that things snowballed on the way down.
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- Sales compensation program change considerations - MichaelStus
- Compensating for the Recession - JasonKearns
Coaching with MBOs during Periods of Revenue Decline
Tuesday, May 26th, 2009 | Callidus, Compensation Plans, EIM | No Comments
In industries particularly hard hit by the struggling economy, even the best sales representatives may appear to be under performing based on the most important sales objective, the sales revenue target. How do you know if sales personnel are doing their jobs when their corporate customers’ budget freezes don’t allow for deals to close? Good sales reps will continue with the proven processes that under normal circumstances allow for them to exceed revenue targets — practices like scheduled check-ins with existing accounts, accurate and timely CRM record keeping, deal / budget qualification, etc. Attention to these items, should allow your sales reps to be first out of the gate when budgets free up and money starts flowing again.
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