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Sales Compensation for Consumption-based Selling

Public Presentations, Resources, Sales Comp Answers

Consumption-based, usage-based, pay-as-you-go – these are different names for a pricing model that is becoming more and more prevalent in businesses formerly dominated by committed subscriptions. Customers like it, businesses see good reason to do, but it’s not easy to get the sales comp right. Click through for great ideas from the Sales Comp ’23 conference.

Steady Selling for Stable Revenue – Linearity Incentives that Actually Work

Public Presentations, Resources, Sales Comp Answers

Linearity is steady selling through a year, or a quarter, or even a month. It matters to many businesses, and so many try to incentivize it in their plans. Click through for a collection of all the best ideas to help your team sell more earlier, and more steadily all year.

Covid 19 and Sales Compensation: Planning for 2021

Public Presentations, Sales Comp Answers, Video, Webinars

Managing sales compensation in 2021 will require collaboration across disciplines, a willingness to make assumptions and adjust later, and an agile sales and compensation management process.

Covid 19 and Sales Compensation: Adjusting Plans Mid-Year

Public Presentations, Sales Comp Answers, Video, Webinars

With little understanding of the extent and duration of the unfolding situation, how should sales compensation plans be adjusted, and when?

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.

Speaking: Top Tips for Top-Line Success (How HRBPs Can Contribute to Successful Selling)

Public Presentations, Resources

Mark Briggs and Donya Rose presented at WorldatWork’s Total Rewards Conference on this topic. We share a downloadable copy of the presentation materials, along with other useful tools.

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