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Is the new CSCP designation from WorldatWork “worth it”?
WorldatWork has recently announced a new Certified Sales Compensation Professional designation, which two of us now hold. Several people have asked recently why we did it, whether or not they should consider it, and how best to prepare.
Tips for an incentive plan for lead generation roles
In some businesses the job of identifying qualified interested prospects is done by an inside lead generation role. When considering incentive compensation arrangements for these roles, these tips may be helpful…
Tips for an inside sales outbound call center comp plan
Many outbound call center roles depend on significant incentive compensation to maintain focus and reward appropriately, meaning the mix between fixed (base) and variable (commission) pay will be relatively more variable, even than many other sales roles.
How to pay for vacation for a 100% commission sales role
Sales people on 100% commission plans need vacation time too. How does the idea of “paid vacation” work in a 100% commission job?
How is the economic uncertainty affecting pay mix?
Start by thinking about sales prominence. Has it changed? Do the sales people have more control over their own success, or less?
How should sales people be rewarded for sales quality?
As businesses grow, mature, and become more complex, the quality of the revenue increases in importance. This often comes up when the sales team has hit their assigned sales numbers, but the company is disappointed with the nature of those sales.
How do we design the right plan for an unpredictable year?
So many sales compensation plans depend on goals or quotas. Regardless of the type of plan you have, some kind of productivity expectation is embedded in your plans. So in a year when “expected performance” is very difficult to establish accurately, how can you manage your plans with this in mind?
How should we construct a referral incentive for “friends of the company” who help us find business?
Referrals are vital to many businesses. Setting up a referral incentive can be a great way to reward those who help create real value for the company. The keys to a value-creating referral incentive are…
What is the ideal quota attainment distribution?
This is a topic on which sales leaders and finance people have strong opinions. While I’ll discuss some of the nuances around the topic below, my bottom line is that most people should achieve or exceed quota.
Payment timing for multi-year deals
Our sales people sell long-term deals, most of which span several years. When should they be paid for these – upon signing, as invoiced, when revenue is recognized, at completion, or a combination of these?