Most Recent Sales Comp Answers
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.
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?
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.
Sales VP Compensation – Sales Plan or Executive Plan?
Should the VP of Sales be on a sales compensation plan, or an executive compensation plan? Use the right plan design to focus your head of sales.
Certified Sales Compensation Professional: Is the CSCP Designation Worth It?
WorldatWork’s CSCP designation matters for those serious about a career in sales compensation management. Several people have asked recently why it matters, whether or not they should consider it, and how best to prepare.
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.
What is the Right Sales Manager Commission Percentage?
Overrides can be problematic as a way to pay a sales manager, although they are very common because they are easy to communicate and economically straightforward…
How to Develop a Sales Compensation 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…