Sales Performance Management Best Practices Blog

How to use your sales compensation plan to boost sales performance

Posted by Jerry Hegarty on Wed, Jul 17, 2013 @ 13:07 PM
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Topics: Sales Comp Plan Fundamentals, EVP/Sales Leader, CFO/Finance Leader, Sales Compensation Professional, CEO, Human Resources, Sales Professional

Five key steps in putting together a world class SPIF / SPIFF program

Posted by Jerry Hegarty on Wed, Jun 19, 2013 @ 11:06 AM
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Topics: SPIFF, Sales Comp Plan Fundamentals, EVP/Sales Leader, CFO/Finance Leader, Sales Compensation Professional, Human Resources

Using spreadsheets to calculate Sales Commissions? been there done that ....

Posted by Jerry Hegarty on Mon, May 13, 2013 @ 10:05 AM

I thought I'd share a few good sales spreadsheet horror stories for you to share at your next campfire

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Topics: Sales Comp Plan Fundamentals, EVP/Sales Leader, CTO, CFO/Finance Leader, Sales Compensation Professional, CEO, Human Resources, Sales Professional

New Channel Incentive Payment Solution for SaaS Service Providers!

Posted by Jerry Hegarty on Mon, Apr 15, 2013 @ 10:04 AM
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Topics: Channel Commissions, EVP/Sales Leader, CFO/Finance Leader, CEO

Is quota setting the Achilles heel of your sales commission process?

Posted by Jerry Hegarty on Fri, Mar 22, 2013 @ 10:03 AM

Would you classify your process a train wreck?

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Topics: Sales Comp Plan Fundamentals, EVP/Sales Leader, CFO/Finance Leader, Sales Compensation Professional, CEO, Human Resources, Sales Professional, Sales Quota

Sales Compensation Pro's; are you tracking Compensation Cost of Sales?

Posted by Jerry Hegarty on Tue, Mar 19, 2013 @ 10:03 AM

A comment made by Marco Madero of Aon Hewitt at a recent regional meeting of the Sales Management Association really piqued my interest when he referenced some survey data that indicated only 15% of companies actually track Compensation Cost of Sales (CCOS). My preliminary research seemed to back that statement up and I thought it would be a great time to take a closer this very powerful metric and discuss some of the nuances to using this as a means of identifying key trends within your sales organization.

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Topics: Sales Comp Plan Fundamentals, EVP/Sales Leader, CFO/Finance Leader, Sales Compensation Professional, CEO, Human Resources

How many reps are, or should be, hitting their sales quota?

Posted by Jerry Hegarty on Fri, Mar 8, 2013 @ 10:03 AM

The process of setting sales quota is a mission critical element of many sales compensation processes, those involved put in a lot of work and are very happy when its complete. Sales Incentive plans are so dependent on accurate targets that the following data and Best Practices should provide great fodder for reflection and hopefully plant the seeds for some process improvement efforts within your own company. Setting accurate sales quota is a process which is commonly identified as a leading issue that most struggle to do well.

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Topics: Sales Comp Plan Fundamentals, EVP/Sales Leader, CFO/Finance Leader, Sales Compensation Professional, CEO, Human Resources, Sales Quota

Best practice guidance for using Sales Commission Splits

Posted by Jerry Hegarty on Fri, Feb 22, 2013 @ 17:02 PM
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Topics: Sales Comp Plan Fundamentals, EVP/Sales Leader, CFO/Finance Leader, Sales Compensation Professional, Human Resources, Sales Professional

Do Sales Commission Accelerators really boost productivity?

Posted by Jerry Hegarty on Mon, Feb 18, 2013 @ 09:02 AM
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Topics: Sales Comp Plan Fundamentals, EVP/Sales Leader, CTO, CFO/Finance Leader, Sales Compensation Professional, CEO, Human Resources

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