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.
Selling your sales comp plans to Sales
Plan communication matters in sales comp. Get maximum value from your plans by communicating clearly and positively with your sales people, both at the start of your plan year and as the year progresses. We offer best practice guidance, along with helpful templates to get you started.
If we have a reduction in force, do we pay terminated employees their variable pay?
It’s important to think carefully about the message you’re sending to your other sales people, other employees, investors, and prospective future sales people. A couple of case examples…
Should sales representatives receive incentive compensation payments while on a leave of absence?
For incentive compensation payments during a leave of absence, think about when the work is done vs. when the payment is made.
Are claw backs legal when the account is past due?
Our small sales team is paid 100% commission on gross margin. Sometimes, we claw back commissions that were paid after the customer is past due and in collections, is this legal?