Most Recent Sales Comp Answers
Key Criteria to Assess a Sales Compensation Plan
A practical checklist for evaluating whether a sales compensation plan is aligned, motivating, measurable, fair, and financially sustainable.
Why “Market Pricing” Sales Jobs Often Fails the Reality Test
Most HR departments are highly proficient at market pricing standard roles. However, when those same “best practices” are applied to sales compensation, they often lead to plans that fail to attract top talent…
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.
Do sales representatives continue to receive commission payments while on family leave?
When we think about the treatment commission payments during family leave or other short-term leave, we think about what is fair based on the details of the incentive plan in question…
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.
How are comp plans for inside sales different?
Any tips for putting together an incentive plan for “inside sales” employees? We are trying to get our employees into a “value-added selling” frame of mind (instead of price-point) and want to provide an incentive.
What is the Difference Between a Commission and a Bonus?
The difference is that the “commission” is communicated as a “piece of the action,” whereas a “bonus” is a fixed incentive amount offered for achieving a specific objective. Commissions and bonuses both have their place in sales compensation plans – but knowing when to use which one can be a bit tricky.