Sales Performance Management Best Practices Blog

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

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

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

To cap or not to cap, that is the question! Caps on earnings and/or payouts have been, and are currently, used in the hopes of limiting the damage of runaway commission payouts that could potentially ;

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

One of the hidden drivers of the accuracy of sales compensation payout calculations is a process known commonly as “Prior Period Adjustments” (PPA) or alternatively as “Retroactive Adjustments”. These types of adjustments are very complex to execute correctly but, done right, unlock a level of value that alone can often justify an investment to automate & improve your Sales Performance Management process.

Topics: Retroactive Adjustments, Sales Comp Plan Fundamentals, CFO/Finance Leader, Sales Compensation Professional

Topics: SaaS Sales Compensation, Sales Comp Plan Fundamentals, EVP/Sales Leader, CTO, Sales Compensation Professional, Human Resources

The linkage between your sales comp plans and administering them in a world class fashion is critical to successfully transforming sales compensation into a competitive weapon. The following snapshot walks us through the basics of how to address several fundamental questions related to plan design that you should be thinking about every time you review your plans and their design:

Topics: Sales Comp Plan Fundamentals, plan design, Sales Compensation Professional

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

Topics: Sales Comp Plan Fundamentals, EVP/Sales Leader, CFO/Finance Leader, Sales Compensation Professional, Sales Performance Metrics & KPI's

This is part of a series of blog posts related to helping build an understanding of sales compensation plans and some of the mechanics that go into building a great plan that takes full advatage of your Sales Performance Management software. Our goal here is to break this down into a series of bite sized topics that are easily digestible. The topic today is an advanced one (more sales compensation 201 than 101 level) related to Performance Periods.

Topics: Sales Comp Plan Fundamentals, plan design, Sales Compensation Professional