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