Most Recent Sales Comp Answers
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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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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Podcast: Keys to a successful sales comp plan
(15:20) Donya Rose was interviewed by David Johnston on behalf of the Canadian Professional Sales Association. In this 15 minute podcast, Donya provides helpful tips and best practices on a number of topics across sales compensation plan design.
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Accounts Receivable – good sales comp measure or not?
A/R metrics in sales compensation plans are relatively rare. There is often an impulse to include them from Finance, but in the end the sales leadership usually manages to impress upon Finance the importance of freeing sales people to sell and letting a lower cost...
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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...
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What is the ROI on a sales compensation plans design change effort?
A sales compensation design effort yields results in three areas: revenue increase, margin improvement, cost of compensation in relation to sales productivity. Be sure you know why you are changing your plans and what you hope to accomplish, and your plan design will be much more likely to yield improved results.
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