Tag: Sticky Wicket

The 4 ‘Sticky Wickets’ of Sales Comp—Quotas, Cycles, Orders, Push

By HR Daily Advisor Staff Aug 10, 2011 Benefits and Compensation

Updated: Aug 10, 2011

I get lots of questions on sales compensation,” says consultant David Cichelli, “but the number one sticky wicket is always quotas, closely followed by long sales cycles, and mega orders.” Cichelli, who is Sr. Vice President at The Alexander Group, offered his tips at World at Work’s Total Rewards conference held recently in San Diego. […]

Sales Comp challenge — Taming the End-of-Period Push

By HR Daily Advisor Staff Aug 9, 2011 Benefits and Compensation

Updated: Aug 9, 2011

[Go here for sticky wickets #1-#3.] The problem: Sales peak at the end of each period. Sales Comp Impact: Sales personnel wait for period end push Order management and fulfillment are unduly taxed Margins evaporate Customers may be lost Source of the Problem: The problem results from two primary factors: Period end order push by […]