Sales Performance Management Best Practices Blog

The Great Resignation & What Sales Leadership Can Do About It

jhegarty@netcommissions.com (Jerry Hegarty) — Thu, 04 Nov 2021 20:00:50 GMT

Buckets of ink has been spilled recently regarding the “Great Resignation” and its impact on the US economy. While it’s an interesting outcome of the recent pandemic, do we know yet what is really happening in sales? The data cited below clearly tells us what’s happening in the broader workforce and there are trends that bare watching and some proactive tips that may help nip any issues in the bud.

Meeting the Sales Compensation plan design challenge of 2020/2021

jhegarty@netcommissions.com (Jerry Hegarty) — Tue, 15 Dec 2020 19:41:22 GMT

2020 is what it is. The reality that many managers are facing is revising their compensation plans for 2021 to maintain motivation within their sales teams during these challenging times. With all this pressure, the following videos - presented in a laser focused 2 minute format - remind us that despite the craziness going on in the world right now, focusing on the basics are what will set the stage for growth as life begins to normalize.

Reps can now access NetCommissions when using Microsoft Teams & D365

jhegarty@netcommissions.com (Jerry Hegarty) — Tue, 08 Dec 2020 13:51:06 GMT

More than ever, sales professionals need to maximize their focus on profitable sales growth. By providing users of Microsoft Teams & Dynamics 365 with a seamless integration to NetCommissions your sales team will spend even more time selling.

The vital role of Sales Performance Management in Sales Transformation

jhegarty@netcommissions.com (Jerry Hegarty) — Mon, 10 Feb 2020 17:45:55 GMT

In many industry segments, customers are changing the way they interact with, and purchase from, Vendors & Wholesale Distributors. As we’ve seen many times over, the change often seems imperceptible at first, but gains a momentum that soon becomes unstoppable. Technology and the rapid maturation of the web are a key driving force behind this transformation.

Four critical Sales Compensation considerations for Wholesale Distributors

jhegarty@netcommissions.com (Jerry Hegarty) — Wed, 04 Dec 2019 20:52:59 GMT

Leading Wholesale Distributors are using sales compensation to keep pace with industry changes. Here is a quick summary of why and considerations you should be thinking about as you examine your own information technology & analytics investment priorities.

Gain insights into your Sales Compensation Process using a RACI chart

jhegarty@netcommissions.com (Jerry Hegarty) — Wed, 05 Jun 2019 18:16:38 GMT

Sales Operations is an emerging discipline that essentially arose with the advent of CRM solutions. It’s a fairly amorphous role which may involve varying levels of ownership for processes such as forecasting to compensation, sales analytics to data quality and many things in between.

Rethinking Sales Compensation in a world of increasing sales complexity

jhegarty@netcommissions.com (Jerry Hegarty) — Fri, 17 May 2019 18:17:30 GMT

A collague recently forwarded over an informative video from Frank Cespedes of Harvard Business School focused on Sales Compensation and his views on its place in a best in class sales process. I've summarizing the highlights related specifically to Sales Compensation below and provided a link in case you have the time to view it.

Sales Compensation Plans and the Goldilocks Principle

jhegarty@netcommissions.com (Jerry Hegarty) — Mon, 11 Mar 2019 15:11:10 GMT

In reading a recent article on the possibility of other life forms in outer space I was amazed at how an interesting principle they referenced could be applied to our thinking about Sales Compensation design.

Highlights from recent 2018 Sales Compensation Trends survey

jhegarty@netcommissions.com (Jerry Hegarty) — Fri, 03 Aug 2018 15:56:41 GMT

The Alexander group recently conducted a survey of sales compensation trends with 135 sales organizations. The survey was conducted at the end of 2017 with expectations for 2018 an integral part of the exercise. Now at the mid-way point in 2018, an interesting question is not only how your sales organization matched up with the survey groups results & expectations, but now with six months in the books, what, if anything, has changed and why ? We take a look at several takeaways highlighted by the survey as ask a few questions to consider as you take stock of 2018 at the half way mark.

A primer on sales compensation plans for growing sales teams

jhegarty@netcommissions.com (Jerry Hegarty) — Wed, 06 Dec 2017 20:41:09 GMT

When growing your business, setting up and managing compensation plans for sales reps can be a daunting task. The temptation to add too much complexity too fast can sacrifice the strategic benefit of simplicity and clarity. The goal at the beginning should be to start with a solid basic plan structure that can evolve and adapt as your sales team grows and specializes.