Sales Performance Management Best Practices Blog

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

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

Sales Metrics and KPI’s for Sales Performance Management.

Posted by Jerry Hegarty on Wed, Feb 8, 2012 @ 11:02 AM
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Topics: Sales Comp Plan Fundamentals, EVP/Sales Leader, CFO/Finance Leader, Sales Compensation Professional, Sales Performance Metrics & KPI's