Two weeks ago we posted part one of this interview on compensation with industry experts Desirée Grace and Andrea Olson.  Hop on to the second part where they discuss changing and dividing territories and how it affects your salespeople and customers.  Learn how to take the emotion out of it and avoid confrontation with both sides during this stressful time. Check it out HERE.

Check out DistrubuTED's video with industry leaders on compensation plans. Compensation is always a hot topic. Incentives play a crucial role in motivating employees to achieve their goals. However, it is important to strike a balance between being strict and being fair. By setting achievable goals and offering reasonable incentives, businesses can create a positive work environment where employees are motivated to perform their best. Desirée Grace and Andrea Olson discuss how to avoid the pitfalls many organizations make when incentivizing goals and why blanket programs can't work. Let's work towards finding the right balance and inspiring our employees to reach new heights!     Check it out HERE.

In case you haven’t noticed, we have been doing a lot of research on the topic of commission-based compensation plans.  During the discussion, topics from Daniel Pink’s Drive, The Surprising Truth about What Motivates Us keeps coming forward.  I recently re-visited parts of the book and wanted to share a few points to further ramp up the discussion of the matter.   The common belief is summarized by Pink this way:  “Rewarding an activity will get you more of it. Punishing an activity will get you less of it.”  This certainly falls in line with the sentiments of distributor managers.  When we asked the question,"Why do you employ commissions with your sales department?" the answer came back to drive both quality and quantity of effort (in that order.)  One-on-one examination of many plans revealed instances where distributors had applied greater rewards for selling select groups of products as well as rewards for selling into poorly performing or in...