Sales Performance Management Best Practices Blog

Sales Compensation Plans and the Goldilocks Principle

Posted by Jerry Hegarty on Mon, Mar 11, 2019 @ 11:03 AM

In reading a recent article on the possibility of other life forms in outer space I was amazed at how an interesting principle they referenced could be applied to our thinking about Sales Compensation design.

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Topics: SaaS Sales Compensation, Sales Comp Plan Fundamentals, Sales Performance Reporting, Sales Performance Metrics & KPI's, Territory Management, Sales Quota

Territory Management - an important link in the Sales Performance Management chain

Posted by Jerry Hegarty on Wed, Feb 12, 2014 @ 08:02 AM

Sales Performance Management is a term that has evolved over the past few years to describe the process of measuring and rewarding sales performance. In the past, similar industry terminology such as Sales Incentive Compensation Management (ICM), Enterprise Incentive Management (EIM), and many other acronyms were popularized by consultants and practitioners to describe the same fundamental process of measuring and rewarding sales achievement. Practitioners using the term Sales Performance Management typically refer to three keystone elements to the process;

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