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Articles by Steve Marley
Correctly Conducting Cross-Hatch/Cross-Cut Tests
For the past 16 years, I’ve held the position of technical director and claims manager for a nationally known wood flooring manufacturer in Southern California. One of my responsibilities is to review newly submitted claims and, if necessary, arrange to have the floor inspected by an NWFA Certified Wood Flooring Inspector. Once I receive the inspector’s report, I am responsible for writing the claim response letter. It goes without saying that I stay pretty busy.
How behavioral science can help you achieve better event outcomes
By: Steve Marley Applied behavioral insights (ABI) is the practice of developing insights and actions based on learnings from behavioral science. Behavioral science draws its content from a broad set of principles, including sociology, psychology, economics and more.
BLM Action Items for Meeting Planners
By Georgia McMillan June 11, 2020 Do the widespread Black Lives Matter (BLM) protests calling for an end to racial bias in all its forms leave you wondering how meeting planners can join the struggle against the long history of discrimination? Now is the best time since the epic efforts of the Civil Rights Movement of the 1960s to take action, say industry leaders like Faith Morris, chief marketing and external affairs officer with National Civil Rights Museum in Memphis, Tennessee.
Planning Live Events? Focus on Psychological Safety
In my conversations with meeting planners, many of the concerns I hear around planning live meetings in this new normal are logistical: how will we practice social distancing? Will I need more space for the same size event? How can we handle food and beverages?
How do you energize your sales force?
Some time ago, I wrote a blog that described the CARE™ framework that we use at ZS. With a survey, we can develop what we call the “CARE Fingerprint™,” a motivational profile that’s unique to each individual in the sales force. Once we have this fingerprint information, we need to determine how people in our organization feel about their sales experiences relative to their profiles. Enter the Energy Score™.
How do you energize your sales force?
Some time ago, I wrote a blog that described the CARE™ framework that we use at ZS. With a survey, we can develop what we call the “CARE Fingerprint™,” a motivational profile that’s unique to each individual in the sales force. Once we have this fingerprint information, we need to determine how people in our organization feel about their sales experiences relative to their profiles. Enter the Energy Score™.
Webinar " Sales Need a Lift? Maybe Your Sales Comp and Incentives are Out of Sync
Chad Albrecht and Steve Marley are principals in ZS Associates’ Sales Compensation Practice. Chad and Steve collaborated to write “The Future of Sales Compensation” delivering forward-looking insights to help companies become sales comp innovators. The book has never-before-seen ideas on critical sales compensation issues and should be on every sales executive’s reading list. They were also on the team of leading experts who wrote “Sales Compensation Solutions”.
Webinar " Making Sales Comp and Incentives Work Together for Maximum Results
Ideally, sales compensation and non-cash incentives should work in harmony to align goals, focus efforts and encourage escalating results. But we’ve all seen examples of these two powerful motivators actually sending conflicting messages to sales teams.Join our award winning panel of experts to learn how to get the most from your sales team by integrating your sales compensation and non-cash incentives programs to help drive the right behaviors and the resulting sales.
Change is a constant for sales incentive planning - Pharmaceutical Commerce
An environment of unprecedented information technology and digital channel innovation is rapidly changing the nature of business. Advances in information technology, including systems (customer relationship management, digital asset management), tools (data management, analytics), infrastructure (mobile, cloud) and information (big data), give sales forces, along with their customers and competitors, better access to information.
How Compensation Conferences Can Improve Your Sales Compensation Program
Late May is conference time for many sales compensation organizations and sales performance management software companies. At least six occur in a two-week period! If you are lucky, a vendor may sponsor your attendance or provide a free pass. Oftentimes, discounted registration fees are available. Even if your cost is discounted, attending a conference usually requires travel costs and the opportunity costs of time away from your daily tasks.
The Benefits of Centralizing Sales Compensation Administration
My colleague Chad Albrecht mentioned in a previous sales compensation blog post the great deal of interest in the topic of globalization we observed during our recent webinar. Chad’s post touched on the globalization of the plan design function; in this article, I’d like to discuss why companies are choosing to globalize the administration and operations of sales compensation. I prefer, however, to refer to this as “centralization” rather than “globalization” to avoid confusion.
One Company’s Unique Response When Salespeople Miss Their Sales Goals
The other week, I was doing some online reading and came across an interesting article. I wasn’t 100% certain whether these “sales execs” were the equivalent of sales leaders, managers or reps (but the comment about “failing to meet their targets” leads me to believe it was the latter). Clearly, this is a cultural response, and I am certainly not advocating that companies force their reps to kneel in public with notes stating they missed their quotas.
Four Lessons Sales Compensation Can Learn From New Year’s Resolutions
Happy New Year, sales compensation professionals! Did you make a resolution? Many people do, out of tradition, habit or peer pressure. Resolutions can be personal (“I’m going to start going to the gym” or “I’m going to quit smoking”) or related to work (“I’m going to become an expert in PowerPoint” or “I’m going to close 25% more deals”). It’s a safe bet your salespeople are making resolutions this year, too. But according to an article on Forbes.com, only 8% of people keep their resolutions.
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