Sales Performance Management Best Practices Blog

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

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

Sales Force Retention - Survey Participation Requested

Posted by Jerry Hegarty on Tue, Jun 16, 2015 @ 15:06 PM

Sales Performance is a two way street between the business and the sales force and often is as much about trust as it is performance. When a sales team generally trusts the process by which they are measured and rewarded, lower turnover has generally been understood to be a result. This point often supports ROI analysis on investments in Sales Performance technologies such as Sales Incentive Compensation Management.

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Topics: EVP/Sales Leader, Sales Compensation Professional, Human Resources, Sales Professional

Rewarding Sales Excellence, more than just Sales Commissions ?

Posted by Jerry Hegarty on Wed, Sep 17, 2014 @ 11:09 AM
The use of rewards to reinforce behavior and actions aligned with your company goals makes sense on many levels, but it is not where the discussion of sales excellence begins, nor ends. A culture of success and achievement within your organization is critical to building a sustainable world class sales team. In addition to sales compensation, there are many factors that come into play when looking to create this winning culture.
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Topics: EVP/Sales Leader, CFO/Finance Leader, Sales Compensation Professional, Human Resources

Managing sales compensation through the complete services contract lifecycle

Posted by Jerry Hegarty on Thu, Sep 4, 2014 @ 15:09 PM

Those of us who sell, or are involved with administering the sales commission plans of, service based products such as SaaS software and/or Professional Services know them to be, well, unique (to say the least). Sales compensation plans for these product types always seem to vary from company to company and never seem to be as easy to manage as they should be.

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Topics: EVP/Sales Leader, plan design, CFO/Finance Leader, Sales Operations

Should your sales operations team be on a sales compensation plan?

Posted by Jerry Hegarty on Wed, Mar 19, 2014 @ 12:03 PM

The debate about whether Sales Ops should be on a sales comp plan can be quite lively. On one hand, sales operations can mean different things to different organizations and be the root of some deeply rooted opinions. Some Sales Ops roles may greatly influence sales results and outputs (i.e. setting quota’s or deal level opportunity identification) while others may have more of a focus on activities such as training or sales compensation administration. In short, it can get a bit confusing about what is the best way to approach this question. Simplifying this complex issue and adding some context and definition to the issue is the first step in making the right decision.

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

Sales Compensation & recent Harvard Business Review conclusions

Posted by Jerry Hegarty on Tue, Feb 18, 2014 @ 06:02 AM

An interesting article was published recently by Adamson, Dickson & Tomas of CEB in the Harvard Business Review 'Why Individuals No Longer Rule on Sales Teams' which certainly got my attention.

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Topics: Sales Comp Plan Fundamentals, EVP/Sales Leader, CFO/Finance Leader, Sales Compensation Professional, Sales Performance Metrics & KPI's, Human Resources

Territory Management - an important link in the Sales Performance Management chain

Posted by Jerry Hegarty on Wed, Feb 12, 2014 @ 08:02 AM

Sales Performance Management is a term that has evolved over the past few years to describe the process of measuring and rewarding sales performance. In the past, similar industry terminology such as Sales Incentive Compensation Management (ICM), Enterprise Incentive Management (EIM), and many other acronyms were popularized by consultants and practitioners to describe the same fundamental process of measuring and rewarding sales achievement. Practitioners using the term Sales Performance Management typically refer to three keystone elements to the process;

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Topics: Sales Comp Plan Fundamentals, EVP/Sales Leader, CFO/Finance Leader, Sales Compensation Professional, Human Resources, Sales Operations, Sales Professional, Territory Management

Ensure a successful roll out of your 2014 sales compensation plans

Posted by Jerry Hegarty on Mon, Feb 3, 2014 @ 11:02 AM
Change is the one constant that Sales Executives and their Sales Operations teams struggle with constantly. Updating your sales compensation plans to reflect new market realities is something a large percentage of sales teams have to do 
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Topics: EVP/Sales Leader, CTO, CFO/Finance Leader, Sales Compensation Professional, CEO, Human Resources, Sales Operations, Sales Professional

Keep it Simple; Sales Compensation Administration must have's

Posted by Jerry Hegarty on Mon, Jan 27, 2014 @ 15:01 PM

Simplicity is a phrase that comes up often when discussing sales compensation. Phrases like "Plans need to be simple so they can be understood clearly", "keep the measures to less than three or four so it does not get too complicated" etc. are common for a reason. It is hard to focus on and do many things well. This philosophy transcends just talk of plan design and should impact your view your whole sales comp process. Execution of the entire process has to be as important as the elegance of a well designed sales compensation plan. To execute, it helps to narrow your focus to just a few items and do them well.

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Topics: EVP/Sales Leader, CTO, CFO/Finance Leader, Sales Compensation Professional, CEO, Human Resources, Sales Operations, Sales Professional