Sales comp & the COVID-19 outbreak
With little understanding of the extent and duration of the unfolding situation, how should sales compensation plans be adjusted, and when?
Webinar: Predicting the cost of your sales compensation plans
(52 mins) Predict the cost of your proposed new plans using the right aggregate cost modeling technique. View this webinar to understand three good bases for modeling the cost of the new plans based on either a synthetic distribution, your historical performance distribution, or a simulation. Example of all three are provided in a downloadable Excel file.
Webinar: How Much Is Too Much? Predicting and Assessing the Cost of the Sales Team
(62 minutes) The question of the year seems to be, “What should our sales compensation costs be?” Join Donya Rose of The Cygnal Group and Kevin Gray of IBM as they discuss best practices in modeling the cost of sales compensation, and the best ways to balance motivation for your sales people and value for the business.
How to Develop a Sales Compensation Plan
You have a new sales role on your team. Maybe it’s your company’s first foray into Inside sales, or maybe you just approved a requisition for a new channel manager role. To set things up correctly from the start, follow these steps…
The End of Weighting
What is this? These links are for attendees at Donya Rose’s session on relative rate plans during the 2018 IBM sales compensation conference. While this might be useful more broadly, these documents will be most useful to those familiar with the concepts...9 Steps to a Shiny New Comp Plan
Sales compensation plan design basics are covered in this article published in WorldatWork’s Sales Compensation Focus magazine.