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.
Topics: Gross Margin, EVP/Sales Leader, CFO/Finance Leader, Sales Compensation Professional, CEO, Human Resources, Sales Professional
I had a chance recently to sit down and listen to Jim Kelleher, CFO of LogMeIn, at a recent meeting of the Massachusetts High Technology Leadership Council as he described his experiences with SaaS Sales Compensation plans. It’s always interesting to hear what others are doing with their sales comp strategies and plans, especially from someone with such a broad level of experience and a track record of success in the SaaS world. I am happy to share with you this brief breakdown of some real world advice from Jim.
Topics: SaaS Sales Compensation, EVP/Sales Leader, CTO, CFO/Finance Leader, Sales Compensation Professional, CEO, Human Resources, Sales Professional
Homegrown solutions aimed at automating the Sales Commissions process fall into two main categories;
Topics: EVP/Sales Leader, CTO, CFO/Finance Leader, Sales Compensation Professional, CEO, Human Resources, Sales Professional
Best in Class Sales Organizations communicate exhaustively about goals & goal alignment. For sales teams, much of this communication is memorialized in the Plan Document.
Topics: EVP/Sales Leader, Sales Performance Reporting, Communication/Reporting, CFO/Finance Leader, Sales Compensation Professional, CEO, Sales Professional
Topics: Sales Comp Plan Fundamentals, EVP/Sales Leader, CTO, CFO/Finance Leader, Sales Compensation Professional, CEO, Human Resources, Sales Professional
Topics: Sales Performance Reporting, Sales Compensation Professional, Sales Professional, ROI
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;
Topics: EVP/Sales Leader, Communication/Reporting, CFO/Finance Leader, Sales Compensation Professional, CEO, Human Resources, Sales Professional
The following is a distillation of a recent, quite lively, dialog on LinkedIn amongst several practitioners in the sales compensation world. Given the importance of the investment companies make in sales compensation, this topic merits our attention.
Topics: EVP/Sales Leader, Sales Compensation Professional, Human Resources, Sales Professional
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.
Topics: EVP/Sales Leader, Communication/Reporting, CFO/Finance Leader, Sales Compensation Professional, Human Resources, Sales Professional, ROI
Investments in Sales Incentive & Compensation Management directly impact the performance of any sales team. Why ?
Topics: EVP/Sales Leader, CTO, CFO/Finance Leader, Sales Compensation Professional, CEO, Human Resources, Sales Professional, ROI
