Sales Performance Management Best Practices Blog
How to use your sales compensation plan to boost sales performance
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
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 ....
I thought I'd share a few good sales spreadsheet horror stories for you to share at your next campfire
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!
Topics: Channel Commissions, EVP/Sales Leader, CFO/Finance Leader, CEO
Is quota setting the Achilles heel of your sales commission process?
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?
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.
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?
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.
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
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?
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
Topics: EVP/Sales Leader, Sales Performance Reporting, Communication/Reporting, CTO, CFO/Finance Leader, Sales Compensation Professional, CEO, Human Resources, Sales Professional