Key Criteria to Assess a Sales Compensation Plan
A practical checklist for evaluating whether a sales compensation plan is aligned, motivating, measurable, fair, and financially sustainable.
Alan Benson’s Research suggests managers keep poor performers to maximize their own comp
Recently published research led by Alan Benson applies a rigorous academic lens to this question. And Alan’s answer is…
Commission payments following termination
What do we do when a sales person leaves the company before the last payment is made for a contract closed by the sales person? Do we still pay after termination?
What are some best practices for compensating sales-related positions such as Account Managers, Bus Dev Managers, and Tech Sales Support Specialists?
Often incentives work so well for one set of positions that the company decides if it is good for the sales force it must be good for the whole company, and before you know it administrative assistants are being paid based on number of emails answered.