--- title: Blog l Sales Commission Software | Sales Performance Management | Human Resources (3) description: Human Resources | Keep pace with the latest Best Practices related to Sales Performance Management (3) --- [![](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 ## [Is your Sales Performance Management process earthquake proof?](https://www.netcommissions.com/blog/bid/186622/Is-your-Sales-Performance-Management-process-earthquake-proof) Posted by [Jerry Hegarty](https://www.netcommissions.com/blog/author/jerry-hegarty) on Fri, Sep 6, 2013 @ 10:09 AM - [Tweet](https://twitter.com/share) [![](https://www.netcommissions.com/hs-fs/file-293257789-jpg/images/blue_muscle_1.jpg) ](https://www.netcommissions.com/blog/bid/186622/Is-your-Sales-Performance-Management-process-earthquake-proof) [Read More](https://www.netcommissions.com/blog/bid/186622/Is-your-Sales-Performance-Management-process-earthquake-proof) 2 Comments [Click here to read/write comments](https://www.netcommissions.com/blog/bid/186622/Is-your-Sales-Performance-Management-process-earthquake-proof#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), [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 Professional](https://www.netcommissions.com/blog/topic/sales-professional) ## [How to use your sales compensation plan to boost sales performance](https://www.netcommissions.com/blog/bid/183643/How-to-use-your-sales-compensation-plan-to-boost-sales-performance) Posted by [Jerry Hegarty](https://www.netcommissions.com/blog/author/jerry-hegarty) on Wed, Jul 17, 2013 @ 13:07 PM - [Tweet](https://twitter.com/share) [Read More](https://www.netcommissions.com/blog/bid/183643/How-to-use-your-sales-compensation-plan-to-boost-sales-performance) 0 Comments [Click here to read/write comments](https://www.netcommissions.com/blog/bid/183643/How-to-use-your-sales-compensation-plan-to-boost-sales-performance#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), [CEO](https://www.netcommissions.com/blog/topic/ceo), [Human Resources](https://www.netcommissions.com/blog/topic/human-resources), [Sales Professional](https://www.netcommissions.com/blog/topic/sales-professional) ## [Five key steps in putting together a world class SPIF / SPIFF program](https://www.netcommissions.com/blog/bid/181959/Five-key-steps-in-putting-together-a-world-class-SPIF-SPIFF-program) Posted by [Jerry Hegarty](https://www.netcommissions.com/blog/author/jerry-hegarty) on Wed, Jun 19, 2013 @ 11:06 AM - [Tweet](https://twitter.com/share) [![](https://www.netcommissions.com/hs-fs/file-201168705-jpg/images/spiff_graphic.jpg) ](https://www.netcommissions.com/blog/bid/181959/Five-key-steps-in-putting-together-a-world-class-SPIF-SPIFF-program) [Read More](https://www.netcommissions.com/blog/bid/181959/Five-key-steps-in-putting-together-a-world-class-SPIF-SPIFF-program) 1 Comment [Click here to read/write comments](https://www.netcommissions.com/blog/bid/181959/Five-key-steps-in-putting-together-a-world-class-SPIF-SPIFF-program#comments-listing) Topics: [SPIFF](https://www.netcommissions.com/blog/topic/spiff), [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) ## [Using spreadsheets to calculate Sales Commissions? been there done that ....](https://www.netcommissions.com/blog/bid/179149/Using-spreadsheets-to-calculate-Sales-Commissions-been-there-done-that) Posted by [Jerry Hegarty](https://www.netcommissions.com/blog/author/jerry-hegarty) on Mon, May 13, 2013 @ 10:05 AM - [Tweet](https://twitter.com/share) [![](https://www.netcommissions.com/hs-fs/file-38003162-jpg/images/spreadsheet_just_say_no.jpg) ](https://www.netcommissions.com/blog/bid/179149/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 [Read More](https://www.netcommissions.com/blog/bid/179149/Using-spreadsheets-to-calculate-Sales-Commissions-been-there-done-that) 0 Comments [Click here to read/write comments](https://www.netcommissions.com/blog/bid/179149/Using-spreadsheets-to-calculate-Sales-Commissions-been-there-done-that#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), [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 Professional](https://www.netcommissions.com/blog/topic/sales-professional) ## [Is quota setting the Achilles heel of your sales commission process?](https://www.netcommissions.com/blog/bid/175315/Is-quota-setting-the-Achilles-heel-of-your-sales-commission-process) Posted by [Jerry Hegarty](https://www.netcommissions.com/blog/author/jerry-hegarty) on Fri, Mar 22, 2013 @ 10:03 AM - [Tweet](https://twitter.com/share) [![](https://www.netcommissions.com/hs-fs/file-24832034-png/images/quota_setting_train_wreck.png) ](https://www.netcommissions.com/blog/bid/175315/Is-quota-setting-the-Achilles-heel-of-your-sales-commission-process) Would you classify your process a train wreck? [Read More](https://www.netcommissions.com/blog/bid/175315/Is-quota-setting-the-Achilles-heel-of-your-sales-commission-process) 2 Comments [Click here to read/write comments](https://www.netcommissions.com/blog/bid/175315/Is-quota-setting-the-Achilles-heel-of-your-sales-commission-process#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), [CEO](https://www.netcommissions.com/blog/topic/ceo), [Human Resources](https://www.netcommissions.com/blog/topic/human-resources), [Sales Professional](https://www.netcommissions.com/blog/topic/sales-professional), [Sales Quota](https://www.netcommissions.com/blog/topic/sales-quota) ## [Sales Compensation Pro's; are you tracking Compensation Cost of Sales?](https://www.netcommissions.com/blog/bid/175004/Sales-Compensation-Pro-s-are-you-tracking-Compensation-Cost-of-Sales) Posted by [Jerry Hegarty](https://www.netcommissions.com/blog/author/jerry-hegarty) on Tue, Mar 19, 2013 @ 10:03 AM - [Tweet](https://twitter.com/share) [![](https://www.netcommissions.com/hs-fs/file-18874877-png/images/ad_hoc_report_2.png) ](https://www.netcommissions.com/blog/bid/175004/Sales-Compensation-Pro-s-are-you-tracking-Compensation-Cost-of-Sales) A comment made by Marco Madero of [Aon Hewitt](http://www.aon.com/human-capital-consulting/default.jsp) at a recent regional meeting of the [Sales Management Associatio](http://salesmanagement.org/)n 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. [Read More](https://www.netcommissions.com/blog/bid/175004/Sales-Compensation-Pro-s-are-you-tracking-Compensation-Cost-of-Sales) 0 Comments [Click here to read/write comments](https://www.netcommissions.com/blog/bid/175004/Sales-Compensation-Pro-s-are-you-tracking-Compensation-Cost-of-Sales#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), [CEO](https://www.netcommissions.com/blog/topic/ceo), [Human Resources](https://www.netcommissions.com/blog/topic/human-resources) ## [How many reps are, or should be, hitting their sales quota?](https://www.netcommissions.com/blog/bid/174170/How-many-reps-are-or-should-be-hitting-their-sales-quota) Posted by [Jerry Hegarty](https://www.netcommissions.com/blog/author/jerry-hegarty) on Fri, Mar 8, 2013 @ 10:03 AM - [Tweet](https://twitter.com/share) [![](https://www.netcommissions.com/hs-fs/file-22954231-jpg/images/jumping_over_a_hurdle.jpg) ](https://www.netcommissions.com/blog/bid/174170/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. [Read More](https://www.netcommissions.com/blog/bid/174170/How-many-reps-are-or-should-be-hitting-their-sales-quota) 2 Comments [Click here to read/write comments](https://www.netcommissions.com/blog/bid/174170/How-many-reps-are-or-should-be-hitting-their-sales-quota#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), [CEO](https://www.netcommissions.com/blog/topic/ceo), [Human Resources](https://www.netcommissions.com/blog/topic/human-resources), [Sales Quota](https://www.netcommissions.com/blog/topic/sales-quota) ## [Best practice guidance for using Sales Commission Splits](https://www.netcommissions.com/blog/bid/172969/Best-practice-guidance-for-using-Sales-Commission-Splits) Posted by [Jerry Hegarty](https://www.netcommissions.com/blog/author/jerry-hegarty) on Fri, Feb 22, 2013 @ 17:02 PM - [Tweet](https://twitter.com/share) [![](https://www.netcommissions.com/hs-fs/file-21331242-png/images/impact_sales_eligibility_tool_from_sibson.png) ](https://www.netcommissions.com/blog/bid/172969/Best-practice-guidance-for-using-Sales-Commission-Splits) [Read More](https://www.netcommissions.com/blog/bid/172969/Best-practice-guidance-for-using-Sales-Commission-Splits) 8 Comments [Click here to read/write comments](https://www.netcommissions.com/blog/bid/172969/Best-practice-guidance-for-using-Sales-Commission-Splits#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 Professional](https://www.netcommissions.com/blog/topic/sales-professional) ## [Do Sales Commission Accelerators really boost productivity?](https://www.netcommissions.com/blog/bid/172414/do-sales-commission-accelerators-really-boost-productivity) Posted by [Jerry Hegarty](https://www.netcommissions.com/blog/author/jerry-hegarty) on Mon, Feb 18, 2013 @ 09:02 AM - [Tweet](https://twitter.com/share) [![](https://www.netcommissions.com/hs-fs/file-20887217-png/images/hbs_logo.png) ](https://www.netcommissions.com/blog/bid/172414/do-sales-commission-accelerators-really-boost-productivity) [Read More](https://www.netcommissions.com/blog/bid/172414/do-sales-commission-accelerators-really-boost-productivity) 0 Comments [Click here to read/write comments](https://www.netcommissions.com/blog/bid/172414/do-sales-commission-accelerators-really-boost-productivity#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), [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) ## [Signed Sales Compensation Plan Documents are now the law in CA AB1396](https://www.netcommissions.com/blog/bid/167920/Signed-Sales-Compensation-Plan-Documents-are-now-the-law-in-CA-AB1396) Posted by [Jerry Hegarty](https://www.netcommissions.com/blog/author/jerry-hegarty) on Thu, Dec 20, 2012 @ 09:12 AM - [Tweet](https://twitter.com/share) [![](https://www.netcommissions.com/hs-fs/file-17675007-png/images/law_image.png) ](https://www.netcommissions.com/blog/bid/167920/Signed-Sales-Compensation-Plan-Documents-are-now-the-law-in-CA-AB1396) [Read More](https://www.netcommissions.com/blog/bid/167920/Signed-Sales-Compensation-Plan-Documents-are-now-the-law-in-CA-AB1396) 0 Comments [Click here to read/write comments](https://www.netcommissions.com/blog/bid/167920/Signed-Sales-Compensation-Plan-Documents-are-now-the-law-in-CA-AB1396#comments-listing) Topics: [EVP/Sales Leader](https://www.netcommissions.com/blog/topic/evp-sales-leader), [Sales Performance Reporting](https://www.netcommissions.com/blog/topic/sales-performance-reporting), [Communication/Reporting](https://www.netcommissions.com/blog/topic/communication-reporting), [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 Professional](https://www.netcommissions.com/blog/topic/sales-professional) [Previous](https://www.netcommissions.com/blog/topic/human-resources/page/2) [All posts](https://www.netcommissions.com/blog/all) [Next](https://www.netcommissions.com/blog/topic/human-resources/page/4) ## 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! ### Browse by Tag - 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