Author: Pete McChrystal

Getting the Commission and Incentives Program Just Right Let’s face it, most sales compensation and incentive programs are stuck in the dark ages. They certainly reward the winners, but do very little to help B and C-players develop into A-players. Most programs take a sink or swim approach. “When you close, we pay.” “Sell this shiny new widget we just released, and we’ll give you a...

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Getting activity-level visibility to manage effectively Imagine a head football coach trying to run his football team. His main focus is to help his team improve and win games. But this coach has some problems. He has to coach from the locker room. He has no video of his team’s previous games to study. He can’t tell if his offensive linemen are making their blocks, and following their...

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