What your CEO needs to know about your sales comp plans
CEOs don’t need to understand the details of the sales comp plans, but they do need to make sure that a few things are working correctly. Here’s a check-list for what you should be able to demonstrate to your CEO in your next plan review/approval meeting:...Webinar: Sales Forecast Accuracy and Incentive Design
(33 minutes) Better accuracy in forecasts leads to reduced costs through better operations management, the ability to manage investor expectations and stabilize stock prices, and of course accurate sales quotas. This webinar features Kevin Gray of Anaplan and Donya Rose of Towers Watson with best practice information on sales comp plans and forecast accuracy.
How can HR help in designing a game changing sales compensation plan?
Jennifer Frei of Towers Watson Singapore has put together a terrific piece for the HR folks out there who want a “seat at the table” for sales compensation. Article synopsis: Many companies actively involve HR in the sales compensation design process to...How often should the sales compensation plan change?
Most businesses change their sales compensation plan a bit on an annual basis, tuning rates, adjusting goals, possibly adding linkages or adjusting crediting rules. There is value in keeping the basic framework stable as long as it is serving the business well.