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How to Develop a Sales Compensation Plan

Resources, Sales Comp Answers

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…

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9 Steps to a Shiny New Comp Plan

Articles, Resources

Sales compensation plan design basics are covered in this article published in WorldatWork’s Sales Compensation Focus magazine.

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Video: Sales Pay Structure – How much fixed, how much variable?

Sales Comp Answers, Video

(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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Base Salaries for Sales – annual merit increases, or not?

Sales Comp Answers

Should we be using our standard annual merit pay adjustment process with our sales team’s base salaries, or should we just expect them to earn their own raise through increased sales?

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What your CEO needs to know about your sales comp plans

Sales Comp Answers

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