--- title: Blog l Sales Commission Software | Sales Performance Management | CFO/Finance Leader description: CFO/Finance Leader | Keep pace with the latest Best Practices related to Sales Performance Management --- [![](https://www.netcommissions.com/hubfs/Netcommesions/NetCommissions_logo.jpg)](https://www.netcommissions.com/) **(888) 873-5814** [Home](http://netcommissions.com/) [Feedback](http://classic-migration-sandbox-138744.hs-sites.com/feedback) [Customer Login](https://secure2.netcommissions.com/login/) # Sales Performance Management Best Practices Blog ## [Gain insights into your Sales Compensation Process using a RACI chart](https://www.netcommissions.com/blog/gaining-insights-into-your-sales-compensation-process-using-a-raci-chart) Posted by [Jerry Hegarty](https://www.netcommissions.com/blog/author/jerry-hegarty) on Wed, Jun 5, 2019 @ 14:06 PM - [Tweet](https://twitter.com/share) [![](https://www.netcommissions.com/hubfs/RACI%20Template%20for%20Sales%20Compensation-5.png) ](https://www.netcommissions.com/blog/gaining-insights-into-your-sales-compensation-process-using-a-raci-chart) Sales Operations is an emerging discipline that essentially arose with the advent of CRM solutions. It’s a fairly amorphous role which may involve varying levels of ownership for processes such as forecasting to compensation, sales analytics to data quality and many things in between.   [Read More](https://www.netcommissions.com/blog/gaining-insights-into-your-sales-compensation-process-using-a-raci-chart) 1 Comment [Click here to read/write comments](https://www.netcommissions.com/blog/gaining-insights-into-your-sales-compensation-process-using-a-raci-chart#comments-listing) Topics: [CFO/Finance Leader](https://www.netcommissions.com/blog/topic/cfo-finance-leader), [Sales Operations](https://www.netcommissions.com/blog/topic/sales-operations), [RACI Chart for Sales Compensation](https://www.netcommissions.com/blog/topic/raci-chart-for-sales-compensation), [RACI Chart for Sales Operations](https://www.netcommissions.com/blog/topic/raci-chart-for-sales-operations), [RACI Chart for Sales Commissions](https://www.netcommissions.com/blog/topic/raci-chart-for-sales-commissions) ## [The State of Sales Force Turnover and 3 Moves to Make Right Now](https://www.netcommissions.com/blog/the-state-of-sales-force-turnover-and-3-moves-to-make-right-now) Posted by [Jerry Hegarty](https://www.netcommissions.com/blog/author/jerry-hegarty) on Tue, Oct 27, 2015 @ 12:10 PM - [Tweet](https://twitter.com/share) [![](http://bettersalescomp.com/wp-content/uploads/2015/10/Tactics-Table-v22.jpg) ](https://www.netcommissions.com/blog/the-state-of-sales-force-turnover-and-3-moves-to-make-right-now) We are happy to share with you the following 'guest post' contributed by Clinton Gott & Ted Briggs of [Better Sales Comp Consultants](http://bettersalescomp.com/) focused on recent research they conducted focused on sales force turnover. In addition to some solid findings related to turnover, there are some tremendous best practices the pass along in the form of 'turnover counter moves' that may sound simple, but can be very hard to do well.  Enjoy ...  [Read More](https://www.netcommissions.com/blog/the-state-of-sales-force-turnover-and-3-moves-to-make-right-now) 0 Comments [Click here to read/write comments](https://www.netcommissions.com/blog/the-state-of-sales-force-turnover-and-3-moves-to-make-right-now#comments-listing) Topics: [EVP/Sales Leader](https://www.netcommissions.com/blog/topic/evp-sales-leader), [plan design](https://www.netcommissions.com/blog/topic/plan-design), [CFO/Finance Leader](https://www.netcommissions.com/blog/topic/cfo-finance-leader), [CEO](https://www.netcommissions.com/blog/topic/ceo), [Accuracy](https://www.netcommissions.com/blog/topic/accuracy) ## [Jaw dropping payoff's from Sales Performance Management investments](https://www.netcommissions.com/blog/the-jaw-dropping-return-on-investments-that-improve-sales-performance) Posted by [Jerry Hegarty](https://www.netcommissions.com/blog/author/jerry-hegarty) on Thu, Oct 1, 2015 @ 14:10 PM - [Tweet](https://twitter.com/share) [![](https://www.netcommissions.com/hubfs/High_Performance_Sales_Team.jpg) ](https://www.netcommissions.com/blog/the-jaw-dropping-return-on-investments-that-improve-sales-performance) We came across a Sales Analytics presentation by the sales consulting firm AGI a while back which highlights many reasons why it is so important to consider any investmnts in improving sales performance. Simply stated, for investments in productivity tools such as [Sales Commissions Software](https://www.netcommissions.com/) - **The payback is astronomical**. Below are six data points that jumped out at us from this presentation which highlight the importance of continuous focus on improving sales performance and the payoff for those who get it right. [Read More](https://www.netcommissions.com/blog/the-jaw-dropping-return-on-investments-that-improve-sales-performance) 0 Comments [Click here to read/write comments](https://www.netcommissions.com/blog/the-jaw-dropping-return-on-investments-that-improve-sales-performance#comments-listing) Topics: [EVP/Sales Leader](https://www.netcommissions.com/blog/topic/evp-sales-leader), [CFO/Finance Leader](https://www.netcommissions.com/blog/topic/cfo-finance-leader), [CEO](https://www.netcommissions.com/blog/topic/ceo), [ROI](https://www.netcommissions.com/blog/topic/roi) ## [How do you properly 'incentivize' sales reps with sales commissions?](https://www.netcommissions.com/blog/bid/202920/How-do-you-properly-incentivize-sales-reps-with-sales-commissions) Posted by [Jerry Hegarty](https://www.netcommissions.com/blog/author/jerry-hegarty) on Wed, Nov 5, 2014 @ 13:11 PM - [Tweet](https://twitter.com/share) [Read More](https://www.netcommissions.com/blog/bid/202920/How-do-you-properly-incentivize-sales-reps-with-sales-commissions) 2 Comments [Click here to read/write comments](https://www.netcommissions.com/blog/bid/202920/How-do-you-properly-incentivize-sales-reps-with-sales-commissions#comments-listing) Topics: [plan design](https://www.netcommissions.com/blog/topic/plan-design), [CFO/Finance Leader](https://www.netcommissions.com/blog/topic/cfo-finance-leader), [Sales Compensation Professional](https://www.netcommissions.com/blog/topic/sales-compensation-professional), [Human Resources](https://www.netcommissions.com/blog/topic/human-resources), [Sales Operations](https://www.netcommissions.com/blog/topic/sales-operations) ## [Rewarding Sales Excellence, more than just Sales Commissions ?](https://www.netcommissions.com/blog/bid/192270/Rewarding-Sales-Excellence-more-than-just-Sales-Commissions) Posted by [Jerry Hegarty](https://www.netcommissions.com/blog/author/jerry-hegarty) on Wed, Sep 17, 2014 @ 11:09 AM - [Tweet](https://twitter.com/share) The use of rewards to reinforce behavior and actions aligned with your company goals makes sense on many levels, but it is not where the discussion of sales excellence begins, nor ends. A culture of success and achievement within your organization is critical to building a sustainable world class sales team. In addition to sales compensation, there are many factors that come into play when looking to create this winning culture. [Read More](https://www.netcommissions.com/blog/bid/192270/Rewarding-Sales-Excellence-more-than-just-Sales-Commissions) 0 Comments [Click here to read/write comments](https://www.netcommissions.com/blog/bid/192270/Rewarding-Sales-Excellence-more-than-just-Sales-Commissions#comments-listing) Topics: [EVP/Sales Leader](https://www.netcommissions.com/blog/topic/evp-sales-leader), [CFO/Finance Leader](https://www.netcommissions.com/blog/topic/cfo-finance-leader), [Sales Compensation Professional](https://www.netcommissions.com/blog/topic/sales-compensation-professional), [Human Resources](https://www.netcommissions.com/blog/topic/human-resources) ## [Managing sales compensation through the complete services contract lifecycle](https://www.netcommissions.com/blog/bid/201311/Managing-sales-compensation-through-the-complete-services-contract-lifecycle) Posted by [Jerry Hegarty](https://www.netcommissions.com/blog/author/jerry-hegarty) on Thu, Sep 4, 2014 @ 15:09 PM - [Tweet](https://twitter.com/share) [![](https://www.netcommissions.com/hs-fs/file-1562278124-png/images/contracts.png) ](https://www.netcommissions.com/blog/bid/201311/Managing-sales-compensation-through-the-complete-services-contract-lifecycle) Those of us who sell, or are involved with administering the sales commission plans of, service based products such as SaaS software and/or Professional Services know them to be, well, unique (to say the least). Sales compensation plans for these product types always seem to vary from company to company and never seem to be as easy to manage as they should be. [Read More](https://www.netcommissions.com/blog/bid/201311/Managing-sales-compensation-through-the-complete-services-contract-lifecycle) 0 Comments [Click here to read/write comments](https://www.netcommissions.com/blog/bid/201311/Managing-sales-compensation-through-the-complete-services-contract-lifecycle#comments-listing) Topics: [EVP/Sales Leader](https://www.netcommissions.com/blog/topic/evp-sales-leader), [plan design](https://www.netcommissions.com/blog/topic/plan-design), [CFO/Finance Leader](https://www.netcommissions.com/blog/topic/cfo-finance-leader), [Sales Operations](https://www.netcommissions.com/blog/topic/sales-operations) ## [Should your sales operations team be on a sales compensation plan?](https://www.netcommissions.com/blog/bid/195572/Should-your-sales-operations-team-be-on-a-sales-compensation-plan) Posted by [Jerry Hegarty](https://www.netcommissions.com/blog/author/jerry-hegarty) on Wed, Mar 19, 2014 @ 12:03 PM - [Tweet](https://twitter.com/share) [![](https://www.netcommissions.com/hs-fs/file-592787818-png/images/process1.png) ](https://www.netcommissions.com/blog/bid/195572/Should-your-sales-operations-team-be-on-a-sales-compensation-plan) The debate about whether Sales Ops should be on a sales comp plan can be quite lively. On one hand, sales operations can mean different things to different organizations and be the root of some deeply rooted opinions. Some Sales Ops roles may greatly influence sales results and outputs (i.e. setting quota’s or deal level opportunity identification) while others may have more of a focus on activities such as training or sales compensation administration. In short, it can get a bit confusing about what is the best way to approach this question. *Simplifying this complex issue and adding some context and definition to the issue is the first step in making the right decision.* [Read More](https://www.netcommissions.com/blog/bid/195572/Should-your-sales-operations-team-be-on-a-sales-compensation-plan) 0 Comments [Click here to read/write comments](https://www.netcommissions.com/blog/bid/195572/Should-your-sales-operations-team-be-on-a-sales-compensation-plan#comments-listing) Topics: [Sales Comp Plan Fundamentals](https://www.netcommissions.com/blog/topic/sales-comp-plan-fundamentals), [EVP/Sales Leader](https://www.netcommissions.com/blog/topic/evp-sales-leader), [CFO/Finance Leader](https://www.netcommissions.com/blog/topic/cfo-finance-leader), [Sales Compensation Professional](https://www.netcommissions.com/blog/topic/sales-compensation-professional), [Human Resources](https://www.netcommissions.com/blog/topic/human-resources), [Sales Operations](https://www.netcommissions.com/blog/topic/sales-operations) ## [Sales Compensation & recent Harvard Business Review conclusions](https://www.netcommissions.com/blog/bid/194339/Sales-Compensation-recent-Harvard-Business-Review-conclusions) Posted by [Jerry Hegarty](https://www.netcommissions.com/blog/author/jerry-hegarty) on Tue, Feb 18, 2014 @ 06:02 AM - [Tweet](https://twitter.com/share) [![](https://www.netcommissions.com/hs-fs/file-528806332-jpg/images/teamwork.jpg) ](https://www.netcommissions.com/blog/bid/194339/Sales-Compensation-recent-Harvard-Business-Review-conclusions) 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](http://blogs.hbr.org/2014/01/why-the-individual-no-longer-rules-in-sales/#disqus_thread)' which certainly got my attention. [Read More](https://www.netcommissions.com/blog/bid/194339/Sales-Compensation-recent-Harvard-Business-Review-conclusions) 4 Comments [Click here to read/write comments](https://www.netcommissions.com/blog/bid/194339/Sales-Compensation-recent-Harvard-Business-Review-conclusions#comments-listing) Topics: [Sales Comp Plan Fundamentals](https://www.netcommissions.com/blog/topic/sales-comp-plan-fundamentals), [EVP/Sales Leader](https://www.netcommissions.com/blog/topic/evp-sales-leader), [CFO/Finance Leader](https://www.netcommissions.com/blog/topic/cfo-finance-leader), [Sales Compensation Professional](https://www.netcommissions.com/blog/topic/sales-compensation-professional), [Sales Performance Metrics & KPI's](https://www.netcommissions.com/blog/topic/sales-performance-metrics-kpis), [Human Resources](https://www.netcommissions.com/blog/topic/human-resources) ## [Territory Management - an important link in the Sales Performance Management chain](https://www.netcommissions.com/blog/bid/194124/Territory-Management-an-important-link-in-the-Sales-Performance-Management-chain) Posted by [Jerry Hegarty](https://www.netcommissions.com/blog/author/jerry-hegarty) on Wed, Feb 12, 2014 @ 08:02 AM - [Tweet](https://twitter.com/share) [![](https://www.netcommissions.com/hs-fs/file-518726007-jpg/images/territory.jpg) ](https://www.netcommissions.com/blog/bid/194124/Territory-Management-an-important-link-in-the-Sales-Performance-Management-chain) **Sales Performance Management** is a term that has evolved over the past few years to describe the process of measuring and rewarding sales performance. In the past, similar industry terminology such as *Sales Incentive Compensation Management* (ICM), *Enterprise Incentive Management* (EIM), and many other acronyms were popularized by consultants and practitioners to describe the same fundamental process of measuring and rewarding sales achievement. Practitioners using the term Sales Performance Management typically refer to three keystone elements to the process; [Read More](https://www.netcommissions.com/blog/bid/194124/Territory-Management-an-important-link-in-the-Sales-Performance-Management-chain) 4 Comments [Click here to read/write comments](https://www.netcommissions.com/blog/bid/194124/Territory-Management-an-important-link-in-the-Sales-Performance-Management-chain#comments-listing) Topics: [Sales Comp Plan Fundamentals](https://www.netcommissions.com/blog/topic/sales-comp-plan-fundamentals), [EVP/Sales Leader](https://www.netcommissions.com/blog/topic/evp-sales-leader), [CFO/Finance Leader](https://www.netcommissions.com/blog/topic/cfo-finance-leader), [Sales Compensation Professional](https://www.netcommissions.com/blog/topic/sales-compensation-professional), [Human Resources](https://www.netcommissions.com/blog/topic/human-resources), [Sales Operations](https://www.netcommissions.com/blog/topic/sales-operations), [Sales Professional](https://www.netcommissions.com/blog/topic/sales-professional), [Territory Management](https://www.netcommissions.com/blog/topic/territory-management) ## [Ensure a successful roll out of your 2014 sales compensation plans](https://www.netcommissions.com/blog/bid/192271/Ensure-a-successful-roll-out-of-your-2014-sales-compensation-plans) Posted by [Jerry Hegarty](https://www.netcommissions.com/blog/author/jerry-hegarty) on Mon, Feb 3, 2014 @ 11:02 AM - [Tweet](https://twitter.com/share) [![](https://www.netcommissions.com/hs-fs/file-501076122-jpg/images/change_-_darwin.jpg) ](https://www.netcommissions.com/blog/bid/192271/Ensure-a-successful-roll-out-of-your-2014-sales-compensation-plans) Change is the one constant that Sales Executives and their Sales Operations teams struggle with constantly. Updating your sales compensation plans to reflect new market realities is something a large percentage of sales teams have to do  [Read More](https://www.netcommissions.com/blog/bid/192271/Ensure-a-successful-roll-out-of-your-2014-sales-compensation-plans) 0 Comments [Click here to read/write comments](https://www.netcommissions.com/blog/bid/192271/Ensure-a-successful-roll-out-of-your-2014-sales-compensation-plans#comments-listing) Topics: [EVP/Sales Leader](https://www.netcommissions.com/blog/topic/evp-sales-leader), [CTO](https://www.netcommissions.com/blog/topic/cto), [CFO/Finance Leader](https://www.netcommissions.com/blog/topic/cfo-finance-leader), [Sales Compensation Professional](https://www.netcommissions.com/blog/topic/sales-compensation-professional), [CEO](https://www.netcommissions.com/blog/topic/ceo), [Human Resources](https://www.netcommissions.com/blog/topic/human-resources), [Sales Operations](https://www.netcommissions.com/blog/topic/sales-operations), [Sales Professional](https://www.netcommissions.com/blog/topic/sales-professional) [All posts](https://www.netcommissions.com/blog/all) [Next](https://www.netcommissions.com/blog/topic/cfo-finance-leader/page/2) ## Subscribe The NetCommissions Sales Performance Management Blog covers all aspects of Sales Compensation & Performance. **Join your peers **from companies like **DHL,  Monster & Novartis** and join now! 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