The time it takes from the close of a performance period to the payment of sales commissions one of the biggest factors that influence the strategic impact of your investment in sales commissions. We recommend that business leaders think about sales commissions the way they would a capital investment. How much is being invested and what benefits are is the business realizing.
Topics: Sales Comp Plan Fundamentals, EVP/Sales Leader, CTO, CFO/Finance Leader, Sales Compensation Professional, CEO, Sales Professional, ROI
Sales Incentive Compensation plans (does not include pure commission plans) by definition require the business to specify to the sales professionals the time period over which performance will be measured. In general, longer sales cycles typically result in longer Performance Periods; shorter sales cycles typically drive shorter Performance Periods. We came across some interesting observations and key drivers of typical SaaS Sales Cycles from an industry discussion group that we thought were worthy of passing along, especially for those involved in the design and administration of SaaS Sales Compensation Plans.
Topics: SaaS Sales Compensation, EVP/Sales Leader, CFO/Finance Leader, Sales Compensation Professional, CEO, Human Resources
Topics: SaaS Sales Compensation, EVP/Sales Leader, CFO/Finance Leader, Sales Compensation Professional, CEO, Human Resources, Sales Professional
The following is a 'Readers Digest' summary of a 2012 survey conducted by World@Work & ZS Associates on Sales Practices within the High Technology Industry. In the survey, 17 US based high tech companies (Computer hardware, software, networking gear, etc) with over 59,531 sales reps broken out across the following roles were surveyed;
Topics: Channel Commissions, EVP/Sales Leader, CTO, CFO/Finance Leader, Sales Compensation Professional, CEO, Human Resources, Sales Professional
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
Be sure to get a self-evaluation of your Sales Commissions process off on the right foot by fully understanding your needs. By working through this questionnaire up front you should be able to more fully understand the results you're shooting for with any process improvement efforts you consider undertaking.
Topics: EVP/Sales Leader, CTO, CFO/Finance Leader, Sales Compensation Professional, CEO, Human Resources
NetCommissions is partnering with Pereion Solutions to bring a new cloud based Channel Incentive Payment Solution to market.
Topics: Channel Commissions, EVP/Sales Leader, CFO/Finance Leader, Sales Compensation Professional, CEO, Human Resources
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
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.
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;
Topics: EVP/Sales Leader, CTO, CFO/Finance Leader, Sales Compensation Professional, CEO, Human Resources, Sales Professional
