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