Authors

Michael Vaccaro

Michael Vaccaro

Michael is the Northeast Leader for Hay Group’s Enterprise Sales Effectiveness practice. His focus is on sales force effectiveness, sales compensation, and their alignment with clients' strategic, organizational, people and technology imperatives. Michael has authored numerous articles on sales force-related topics; has been interviewed by the Wall Street Journal and Sales and Marketing Management publications; and has been a guest lecturer at the Kelley School of Business at Indiana University.

Author's latest blog articles


Who thought the Affordable Care Act would impact incentive designs too?

Posted by Michael Vaccaro

Well, it certainly seems so. Perhaps it is one of the unintentional ripples from the Affordable Care Act, but it seems to be a real one. The intent of the Act, of course, is to expand medical coverage to a … Continue reading

Why won’t my sales team cross-sell?

Posted by Michael Vaccaro

5 ways to make cross-selling work. Many of our clients have asked us about cross-selling recently, especially as a way to goose up their growth rate. For the uninitiated, “cross-selling” is having your sales team sell not only the products … Continue reading

Don’t write your sales compensation plans backwards

Posted by Michael Vaccaro

Writing a good sales compensation plan… January is when many companies are putting the final touches on their sales incentive plans for the coming year. We have read a lot of sales compensation plans over the years. It remains interesting … Continue reading

Making effective sales compensation changes for 2015

Posted by Michael Vaccaro

Running a good review / redesign process in the fall For many companies, autumn is ‘crunch time’ for implementing sales incentive plan changes for next year. Given the limited amount of time available before changes need to be rolled out, … Continue reading

What can sales teams do if they’re behind on their 2014 sales quota?

Posted by Michael Vaccaro

Second half plans for your sales team So, how are sales so far this year at your organization? As I write this, we’re waiting to hear how the initial Q2 GDP numbers look.  After frequently hearing about how optimistic companies … Continue reading

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