Sales Performance Management Best Practices Blog

Jerry Hegarty

Recent Posts

Gain insights into your Sales Compensation Process using a RACI chart

Posted by Jerry Hegarty on Wed, Jun 5, 2019 @ 14:06 PM

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.  

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Topics: CFO/Finance Leader, Sales Operations, RACI Chart for Sales Compensation, RACI Chart for Sales Operations, RACI Chart for Sales Commissions

Rethinking Sales Compensation in a world of increasing sales complexity

Posted by Jerry Hegarty on Fri, May 17, 2019 @ 14:05 PM

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.

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Topics: SaaS Sales Compensation, Sales Comp Plan Fundamentals, Sales Performance Reporting, Sales Compensation Professional, Sales Performance Metrics & KPI's

Sales Compensation Plans and the Goldilocks Principle

Posted by Jerry Hegarty on Mon, Mar 11, 2019 @ 11:03 AM

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.

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Topics: SaaS Sales Compensation, Sales Comp Plan Fundamentals, Sales Performance Reporting, Sales Performance Metrics & KPI's, Territory Management, Sales Quota

Highlights from recent 2018 Sales Compensation Trends survey

Posted by Jerry Hegarty on Fri, Aug 3, 2018 @ 11:08 AM

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.

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Topics: SaaS Sales Compensation, Sales Comp Plan Fundamentals, plan design, Sales Compensation Professional, Human Resources, Sales Quota

A primer on sales compensation plans for growing sales teams

Posted by Jerry Hegarty on Wed, Dec 6, 2017 @ 15:12 PM

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.

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Topics: Sales Comp Plan Fundamentals, plan design, Sales Operations

Loss Aversion and Sales Compensation Plan design

Posted by Jerry Hegarty on Fri, May 20, 2016 @ 13:05 PM

Are you someone who thinks that humans are rational? What about Sales reps? The fact is that not everything we do is either smart or rational. In fact, understanding the patterns behind why we often make irrational decisions sets the stage for deeper understanding of human decisions and can yield some very surprising results. 

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Topics: plan design, CEO, Human Resources, Sales Operations

The State of Sales Force Turnover and 3 Moves to Make Right Now

Posted by Jerry Hegarty on Tue, Oct 27, 2015 @ 12:10 PM

We are happy to share with you the following 'guest post' contributed by Clinton Gott & Ted Briggs of Better Sales Comp Consultants focused on recent research they conducted focused on sales force turnover. In addition to some solid findings related to turnover, there are some tremendous best practices the pass along in the form of 'turnover counter moves' that may sound simple, but can be very hard to do well.  Enjoy ... 

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Topics: EVP/Sales Leader, plan design, CFO/Finance Leader, CEO, Accuracy

Get more out of your Sales Performance Management dashboards

Posted by Jerry Hegarty on Tue, Oct 13, 2015 @ 11:10 AM

World@Work recently posted an interesting interview that touched on an often overlooked aspect of the ‘Sales Performance Management’ analytics discussion which focuses on sales force feedback.

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Topics: Sales Performance Reporting, CEO, Human Resources, Sales Operations

Jaw dropping payoff's from Sales Performance Management investments

Posted by Jerry Hegarty on Thu, Oct 1, 2015 @ 14:10 PM

We came across a Sales Analytics presentation by the sales consulting firm AGI a while back which highlights many reasons why it is so important to consider any investmnts in improving sales performance. Simply stated, for investments in productivity tools such as Sales Commissions Software - The payback is astronomical. Below are six data points that jumped out at us from this presentation which highlight the importance of continuous focus on improving sales performance and the payoff for those who get it right.

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Topics: EVP/Sales Leader, CFO/Finance Leader, CEO, ROI

Cherry picking sales compensation nuggets from recent Insurance Industry study

Posted by Jerry Hegarty on Thu, Sep 17, 2015 @ 17:09 PM

Celent recently conducted a survey involving 11 major insurance carries managing thousands of sales reps/agents/producers seeking to understand the state of automation for processes such as distribution management and sales commissions & incentive compensation. This type of research is valuable to sales business leaders in all industries as the dynamics and insights we can glean for the experiences of those who compete tooth & nail for every dollar in this mature industry provide lessons for all.

After reviewing the results of this survey I tried to distill everything down to a few insightful ‘nuggets’ tovshare.

  • One very surprising nugget pulled from the survey is the fact that executives at these companies though that it is more important that their sales compensation be accurate than to be effective. Said another way, it is more important to calculate commissions and incentive compensation in a timely and accurate manner than to have plan designs which are completely optimized to driving desired behaviors.
    • Take away lesson; focus on putting in place the infrastructure you need to scale your process and ensure the timeliness and accuracy of your process then once this is established, turn your focus to fine-tuning your sales compensation incentive plans.
  • In a mature industry like insurance, approximately 70% of the carriers surveyed still rely on spreadsheets & custom build ‘homegrown’ (read: inflexible) software as the backbone of the commissions system. The author speculates that this technology situation is driving the views on the importance of calculations accuracy. As discussed her many times before, spreadsheets have an inherent 3-7% error rate simply due to human error that manual systems often exacerbate.
    • Take away lesson; delays in migrating from spreadsheets and homegrown solutions to sales compensation solution (like NetCommissions ) will only prolong the pain of a slow and inaccurate process.
  • A significant hurdle for 40% of the survey respondents is fragmented data and disparate technologies used to administer and assimilate this data. This results in inefficiencies as administrators have to put in place imperfect manual work arounds to patch these systems together as best they can.

Does any of this sound familiar? If so, not to worry, you’re not alone and others in a significant industry like financial services are struggling with many of the same challenges we’ve heard across industries.

How to meet these challenges?

  • The use of sales compensation software (such as NetCommissions) seems to be correlated with fewer problems in managing the sales compensation process.

 Top 10 signs CTA c

Reference: Source: Celent, Strategic Issues in Distribution Management Survey April 2015

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Topics: plan design, Sales Compensation Professional, CEO, Sales Operations, Accuracy, Timeliness