Bob Rosner at the Working Wounded Blog pens a post – Professional Self-Deception – that argues against using assessments for existing employees. That caught my eye. Surprisingly, I agree with him in one regard. Self reported assessments are marginal at best. In Bob’s words: And that, in a nutshell, is why I think these tests are so bogus because they don’t pursue an objective view of your performance, but simply quantify our own self-deceptions. Exactly. I read that sentence and immediately think of the Myers-Briggs assessment. We have seen coworkers completely miss on the Myers-Briggs since they think they need to be a certain style. We only incorporate assessments that… Read More
Continue ReadingSales Compensation Plans
Sales&Marketing Management has a topical email newsletter that hits on some common issues. There is no link to their email so I’ll post the entire message here (emphasis mine): Sales force productivity remains a big problem for many executives. According to a one survey of executives at 67 companies across a wide range of industries, 60 percent are dissatisfied with sales force efficiency and effectiveness, with almost half saying that goals were not met. So what should managers do to boost productivity? Perhaps they should take another look at their compensation plans. Here are some tips to make sure your comp plan is up to speed: 1. Make It Simple… Read More
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