Sales Performance Management Best Practices Blog

Communication tips for global Sales Performance Management teams

Posted by Jerry Hegarty on Wed, Jan 22, 2014 @ 09:01 AM

Improved Sales Performance Reporting (New Years Resolution #1) is a vital element of your Sales Performance communication strategy, but it is just one element of a broader effort. When you are dealing with a sales force that is spread out geographically, the quality of forethought that you put into your communication strategy can be the difference between success and failure.

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Topics: Sales Comp Plan Fundamentals, EVP/Sales Leader, Sales Performance Reporting, Communication/Reporting, CTO, CFO/Finance Leader, Sales Compensation Professional, CEO, Human Resources, Sales Operations

New Years Resolution #1; Improve Sales Performance Reporting

Posted by Jerry Hegarty on Mon, Jan 6, 2014 @ 11:01 AM

It's that time of the year again and I have no doubt the list of things you would like to improve and accomplish in the new year is long. As a manager, one of the improvements that can have a massive payback on your companies health is to improve the way you report performance to your sales team. Feedback from surveys on Sales Performance Management by WorldatWork & OpenSymetry tells us that for at least 75% of us, there is a tremendous opportunity to improve reporting Sales Performance to your organization. Here are some quick 'take aways' from the survey. 

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Topics: Sales Comp Plan Fundamentals, EVP/Sales Leader, Sales Performance Reporting, Communication/Reporting, CTO, CFO/Finance Leader, Sales Compensation Professional, Human Resources, Sales Operations

Signed Sales Compensation Plan Documents are now the law in CA AB1396

Posted by Jerry Hegarty on Thu, Dec 20, 2012 @ 09:12 AM
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Topics: EVP/Sales Leader, Sales Performance Reporting, Communication/Reporting, CTO, CFO/Finance Leader, Sales Compensation Professional, CEO, Human Resources, Sales Professional

NetCommissions outlines Top Four Best Practices for comp plan transparency & collaboration

Posted by Jerry Hegarty on Wed, Jul 11, 2012 @ 13:07 PM

Best in Class Sales Organizations communicate exhaustively about goals & goal alignment. For sales teams, much of this communication is memorialized in the Plan Document.

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Topics: EVP/Sales Leader, Sales Performance Reporting, Communication/Reporting, CFO/Finance Leader, Sales Compensation Professional, CEO, Sales Professional

Sales Incentives, Motivation & Performance Feedback …

Posted by Jerry Hegarty on Fri, Dec 23, 2011 @ 15:12 PM

A recent discussion at one of the groups over at LinkedIn was focused on rewards for a 100% commission sales force. As usual, the discussion meandered around talking about various aspect of sales performance management until a reference to Glengarry Glen Ross rekindled a classic movie moment for anyone who has seen the movie;

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Topics: EVP/Sales Leader, Communication/Reporting, CFO/Finance Leader, Sales Compensation Professional, CEO, Human Resources, Sales Professional

Sales Performance Management; Clear Communication to Sales is Key

Posted by Jerry Hegarty on Wed, Nov 30, 2011 @ 10:11 AM

Insights gleaned from recent research by NewSigma published as part of their inaugural 2011 Sales Compensation Survey reinforce the need for strong communication strategies if your sales compensation process is going to truly be a catalyst for delivering on aggressive sales growth goals.

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Topics: EVP/Sales Leader, Communication/Reporting, CFO/Finance Leader, Sales Compensation Professional, Human Resources, Sales Professional, ROI

Top 10 Signs your Sales Incentive Compensation system is broken !

Posted by Jerry Hegarty on Mon, Nov 28, 2011 @ 19:11 PM

Over 75% of businesses today rely on an array of homegrown solutions such as spreadsheets, desktop databases and IT developed solutions to automate the process of calculating and reporting on sales compensation. These companies are in the majority and quite often hit many of the same issues over time as the folks that call NetCommissions. We’ve put together a checklist of the top 10 warning signs that you may be outgrowing your sales comp process.  Here are a couple of those top ten;

You have serious concerns about the accuracy and timeliness of your commission checks.

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Topics: EVP/Sales Leader, Communication/Reporting, CFO/Finance Leader, CEO, Human Resources, Accuracy, Timeliness