Covid 19 and Sales Compensation: Planning for 2021
Managing sales compensation in 2021 will require collaboration across disciplines, a willingness to make assumptions and adjust later, and an agile sales and compensation management process.
Covid 19 and Sales Compensation: Adjusting Plans Mid-Year
With little understanding of the extent and duration of the unfolding situation, how should sales compensation plans be adjusted, and when?
Adjusting quotas mid-year. . . Should we? And if so, how?
The problem Sometimes our sales people lose business due to factors outside their control (e.g., customer bankruptcy, mergers, incompatibility of our offering with their requirements). Do we reduce quotas when this happens? Why do you have a sales incentive plan? The...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.
What are the best measures of quota quality?
Quotas are good if they motivate your sales team to achieve at top levels. Measures of quota quality include accuracy, the shape of the performance distribution, and the credibility of the quotas and quota setting process among the sales people.