In every sales discussion we are always asked to define what differentiates NetCommissions from all the other vendors in the SPM marketplace. We have found that communicating the basic assumptions and principals that NetCommissions is built upon have evoked comments that sound much like “wow, that’s much different than the others we’ve talked to”.  So here is a bit of insight into what is a very unique approach to Sales Performance Management;

One of the hidden drivers of the accuracy of sales compensation payout calculations is a process known commonly as “Prior Period Adjustments” (PPA) or alternatively as “Retroactive Adjustments”. These types of adjustments are very complex to execute correctly but, done right, unlock a level of value that alone can often justify an investment to automate & improve your Sales Performance Management process.

We are often asked for guidance on SaaS sales compensation plans. My canned response has become tyhat they are like any other sales comp plan; ‘simple, but damn hard to do well’.  

Flexible and proud !

The linkage between your sales comp plans and administering them in a world class fashion is critical to successfully transforming sales compensation into a competitive weapon. The following snapshot walks us through the basics of how to address several fundamental questions related to plan design that you should be thinking about every time you review your plans and their design:

Ever doubt the power of incentive compensation as a motivational tool?

"Pay for Performance" and the extensive use of incentive programs is a hallmark of a key strategic process many companies embrace as a means of keeping pace in today's ultra competitive marketplace, but what happens when that process goes astray? Football coach Greg Williams is under investigation for architecting a 'Pay for Performance' corporate incentive program which rewarded players for plays that resulted in a physical injury to opposing players. The program is suspected of ending of Kurt Warner's career and dramatically endangering the future of Peyton Manning's career amongst the countless other 'lesser stars' who were injured and carted off the field of play. 

Over the course of many years in the field of sales compensation, I kept a running list of terms that I came accross so I could learn the language of Sales Compensation and Sales Performance Management (SPM). 

Metrics & KPI’s are used be managers and analysts throughout your organization to monitor and ensure control of your Sales & Sales Performance Management process. I have found them to be rather simple to understand and critically important to the success of your sales team - that’s why it is so important to get it right !

This is part of a series of blog posts related to helping build an understanding of sales compensation plans and some of the mechanics that go into building a great plan that takes full advatage of your Sales Performance Management software. Our goal here is to break this down into a series of bite sized topics that are easily digestible. The topic today is an advanced one (more sales compensation 201 than 101 level) related to Performance Periods.

This is the first in a series of blog posts related to helping build an understanding of sales compensation plans and some of the mechanics that go into building a great plan.  Our goal here is to break this down into a series of bite sized topics that are easily digestible.