Sales Performance Management Best Practices Blog

Important Considerations for Sales Commission Plans Based on Gross Margin and/or Revenue

Posted by Jerry Hegarty on Tue, Nov 13, 2012 @ 12:11 PM

Sales Incentive plans (as opposed to a commission plan) reward sales reps for goal attainment. Should you base the goals and performance measures you want your reps to work towards on Revenue or Gross Margin. There is no correct answer to this question, but careful consideration of three best practices should lead you in the right direction.

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Topics: Gross Margin, EVP/Sales Leader, CFO/Finance Leader, Sales Compensation Professional, CEO, Human Resources, Sales Professional