Most Recent Sales Comp Answers
How much of our sales team should we include in our President’s Club?
The best way to make sure you include the right people is to start with your goals. Why do you have a President’s Club?
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Selling your sales comp plans to Sales
Plan communication matters in sales comp. Get maximum value from your plans by communicating clearly and positively with your sales people, both at the start of your plan year and as the year progresses. We offer best practice guidance, along with helpful templates to get you started.
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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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Simpler is better (up to a point)
Over the years we have interviewed hundreds of senior business leaders about their need for better sales compensation plans, and 100% of them have listed plan simplicity as a key characteristic of a better plan. If it’s a top priority for everyone, why is it so elusive?
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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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Sales VP Compensation – sales plan or executive plan?
It’s usually important to have the sales executive measured similarly to their sales team. So if the sales team’s primary measure is Revenue, then the sales executive should also have significant variable pay based on Revenue. But it’s also reasonable to hold the sales executive accountable for measures directly influenced by…
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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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