Skip to Content

Author Archives:

Change Management for the Sales Compensation Plan: Turn and Face the Strange

Change can be messy, especially if you’re dealing with the way people are paid. Most sales reps will assume a new sales incentive plan means they’ll have to work harder for less money. Unless your organization is particularly cruel, this probably isn’t true. But between the mess of change and the negative attitudes toward the […]

Is Breaking Rules Good for Sales?

Consider architect Richard Rogers. When Rogers and his partner Renzo Piano designed Pompidou Centre in Paris, they broke conventional rules of architecture by positioning the building’s infrastructure — electricity, plumbing, and HVAC — outside of the building. The goal was to optimize the internal space’s functionality for social and cultural exchange. Because they understood the […]