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.
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Topics:
SaaS Sales Compensation,
EVP/Sales Leader,
CTO,
CFO/Finance Leader,
Sales Compensation Professional,
CEO,
Human Resources,
Sales Professional
The level of involvement of the Finance function in the administration and management of the Sales Commissions process is increasing. This is encouraging finance leaders to take a long hard look at what they can do to balance the trend need for more sophisticated selling behaviors with the need to maintain adequate controls on the sales compensation process without making it too hard to administer. I found a report published by CFO Publishing in late 2010 (In my opinion, still recent enough to be relevant) to add some interesting data and insight to this discussion.
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Topics:
CTO,
CFO/Finance Leader,
Sales Compensation Professional,
CEO,
Human Resources
Homegrown solutions aimed at automating the Sales Commissions process fall into two main categories;
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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.
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Topics:
EVP/Sales Leader,
Sales Performance Reporting,
Communication/Reporting,
CFO/Finance Leader,
Sales Compensation Professional,
CEO,
Sales Professional
An investment in Sales Performance Management is intended to deliver on the promise of increased performance, productivity and profitability. While it is true that NetCommissions will deliver on improvements to the timeliness and accuracy of performance feedback to sales, how each company achieves that goal may differ dramatically. Often, staffing strategies will vary greatly from firm to firm based on how each business chooses to focus scarce resources on the multitude of processes critical to their core competencies.
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Topics:
EVP/Sales Leader,
CFO/Finance Leader,
CEO
We are constantly asked about who are our biggest investors and our answer is always the same; our customers. This may sound like a trite phrase borrowed from a list of tired marketing platitudes, but it is a cold hard reality here that governs our every action. Let me explain...
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Topics:
EVP/Sales Leader,
CTO,
CFO/Finance Leader,
CEO
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;
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Topics:
EVP/Sales Leader,
Communication/Reporting,
CFO/Finance Leader,
Sales Compensation Professional,
CEO,
Human Resources,
Sales Professional
