9 Steps to a Shiny New Comp 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…
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Sales compensation tips for the electrical distribution industry
Carol Katarsky recently wrote an article summarizing sales comp basics for tED Magazine, a leading trade journal for the electrical distribution industry. In the article, she breaks down best practices into three big chunks: Clarify the business goals Design for the...
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Sales Models: Transitioning From Sales Stars to a Sales Machine
Joe Clarkson interviewed Mark Flavin and Donya Rose recently on the fascinating topic of picking a selling model, choosing between "Sales Stars" or a "Sales Machine." As the tag line says, it's a choice between autonomous sales superstars vs. team-oriented...
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Changing your sales focus? That works best with 5 key ingredients.
Suzan Wasik just published an insightful and succinct post that features the terrific graphic below. In it, she explains the importance of the five essentials to leading change successfully: Click through for a short, compelling...
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Webinar: Sales Compensation in a Recurring Revenue Business
(56:32) 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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Webinar: The End of Weighting – Relative Rate Plans to Balance Focus
(54:45) Learn about a new plan construct we’re calling a Relative Rate plan. In this construct, we don’t start with weights. We start with the idea that sales in a preferred category should pay out at a high commission rate than “vanilla” sales, and we directly manage the relative values of the commission rates rather than the weight for each stand-alone component.
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Speaking: Top Tips for Top-Line Success (How HRBPs Can Contribute to Successful Selling)
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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Webinar: Sales Forecast Accuracy and Incentive Design
Better accuracy in forecasts leads to reduced costs through better operations management, the ability to manage investor expectations and stabilize stock prices, and of course accurate sales quotas. This webinar features Kevin Gray of Anaplan and Donya Rose of Towers Watson with best practice information on sales comp plans and forecast accuracy.
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Podcast: Winning Sales Comp Plans for Early Stage SaaS
(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.
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Presentation: Visual Analytics for Comp Plan Assessment
(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.
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Video: Sales Pay Structure – How much fixed, how much variable?
(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…
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Podcast: Keys to a successful sales comp plan
(15:20) Donya Rose was interviewed by David Johnston on behalf of the Canadian Professional Sales Association. In this 15 minute podcast, Donya provides helpful tips and best practices on a number of topics across sales compensation plan design.
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