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

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

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

Timely and Accurate Sales Commission Accrual Reports

Posted by Jerry Hegarty on Mon, May 21, 2012 @ 12:05 PM

The vast majority of companies that are considering the use of a Sales Performance Management tool such as NetCommissions use an accrual basis of accounting as opposed to cash accounting. Accrual accounting requires that primary expenses, such as sales commissions, must appear on the income statement in the same period that the sales is reported, no matter when the commissions are actually paid.

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Topics: Sales Performance Reporting, CFO/Finance Leader, Sales Compensation Professional, Human Resources, Sales Operations

Top 10 Sales Compensation Reporting Must-Haves !!

Posted by Jerry Hegarty on Fri, Jan 20, 2012 @ 13:01 PM
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Topics: Sales Performance Reporting, Sales Compensation Professional, Sales Professional, ROI