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.
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...
Sales Models: Transitioning From Sales Stars to a Sales Machine
Joe Clarkson interviewed Mark Flavin and Donya Rose 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 process-driven...
Alan Benson’s Research suggests managers keep poor performers to maximize their own comp
Recently published research led by Alan Benson applies a rigorous academic lens to this question. And Alan’s answer is…
Sales Compensation for Consumption-based Selling
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
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.
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.
Covid 19 and Sales Compensation: Planning for 2021
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.
Podcast: Unlocking the Secrets of Sales Compensation
(30:00) Donya Rose was interviewed by Mike Hockett on behalf of MDM. In this 30 minute podcast, Donya walks us through what’s new in sales compensation, typical mis-steps, and what every business wants to know about their comp plans.
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.
Covid 19 and Sales Compensation: Planning for 2021
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
With little understanding of the extent and duration of the unfolding situation, how should sales compensation plans be adjusted, and when?