Why 100% Variable Pay Often Produces Undesirable Results
Many sales leaders and CFOs believe paying company sales representatives as if they were agents (100 percent variable pay) strengthens alignment between a company’s objectives and sales representatives’ focus and results; however, the absence of a base salary often has an adverse effect with significant unintended consequences: Lack of Control, Complacency, and Limited Flexibility.
What are the key components of a sales compensation plan document?
The sales compensation plan document serves as a standard reference for sales reps, sales managers, and those who calculate the incentive payouts. Typically, the plan document includes an overview of the plan structure often with a statement of the company’s pay philosophy, a detailed description of the plan’s components with brief payout examples, the terms …
Best Practices for Sales Compensation Design
Learn how you can successfully balance the most critical components of world-class compensation plans, from pay mix to performance metrics.
Avoiding sales compensation pitfalls through effective plan design
Sales compensation design mistakes result in business problems from lost sales capacity to inability to get traction with important new offerings. Learn how to design plans that support top business priorities.
Plan documents move from Best Practice to Legally Required in California
California, a state already ahead of most in regulating calculation and payment of sales commissions, has put into law the requirement to document commission plans in writing effective January 1, 2013.
Two US states rule commissions are earned when an order is obtained…
Paying commissions only when the customer has paid – this may not work any more in some states. Illinois and Maryland have awarded commissions to terminated employees for sales that were booked before they left, but for which payment from the customer had not been received.
Donya Rose to present “Avoiding Common Sales Compensation Pitfalls” Webinar
Learn about common sales compensation design pitfalls and leave with actionable insights. Register for the webinar on Wednesday, September 14, 2-3pm US ET, compliments of Synygy and The Cygnal Group.
Join us at the WorldatWork Spotlight on Sales Compensation Conference August 24-26
Planning to be at the conference in Chicago this month? Stop by our visit to meet Brenda, Gary and Donya – we’d love to talk sales comp with you!
CFOs gather to hear from Donya Rose
CFOs want business results, and effective selling is a big part of that. But at what cost of compensation? If you’re a CFO and in the Raleigh area on 8/5, consider joining us.
The Cygnal Group Welcomes Gary Lawrence
The Cygnal Group, a sales compensation consulting firm with offices in Chapel Hill, Chicago and now Atlanta, announced recently that Gary Lawrence has joined the company as a Principal.