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Webinar: How Much Is Too Much? Predicting and Assessing the Cost of the Sales Team

Public Presentations, Resources, Sales Comp Answers, Webinars

(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.

9 Steps to a Shiny New Comp Plan

Articles, Resources

Sales compensation plan design basics are covered in this article published in WorldatWork’s Sales Compensation Focus magazine.

Podcast: Winning Sales Comp Plans for Early Stage SaaS

Podcasts, Resources, Sales Comp Answers

(30:00) Donya Rose was interviewed by Alex Adamson on behalf of Bowery Capital. In this 30 minute podcast, Donya walks us through the do’s and don’ts of building rewarding and sustainable sales compensation plans for SaaS businesses.

Presentation: Visual Analytics for Comp Plan Assessment

Resources, Sales Comp Answers, Video

(33:53) View this presentation for some great ideas about how to use visual analytics to gain real insight in what’s working and what’s not working in your plans. In a blast from the past, this recording of a presentation from a 2009 Synygy conference surfaced recently, and it’s as relevant today as it was then.

Video: Sales Pay Structure – How much fixed, how much variable?

Sales Comp Answers, Video

(17:44) In putting together a sales pay structure, first establish the right total cash compensation for the role. Following this, the pay mix (fixed:variable ratio) and leverage (upside intentions) complete the pay structure. The considerations are…

Webinar: Sales Compensation in a Recurring Revenue Business

Resources, Sales Comp Answers, Webinars

(57 mins) Check out this practical session that will provide a grounding in best practices for sales compensation plan design in a recurring revenue business. We look at the best primary measures of sales performance, and the necessary secondary measure. We consider common mis-steps in these plans…

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