The question of the year seems to be, “What should our sales compensation costs be?” Other variations abound including questions about typical commission rates, quota sizes, sales credit sharing and “double comping.” All of this points to a fundamental question about ensuring that the sales compensation spend is appropriate and value-creating for the business.
So how do you know what’s appropriate, what the right relationship is between sales productivity and compensation, how much upside to offer over-performers?
Join Donya Rose of The Cygnal Group and Kevin Gray of IBM as they discuss best practices in modeling the cost of sales compensation, and the best ways to balance motivation for your sales people and value for the business.
Register for this on-demand webinar sponsored by IBM here: https://globalmeet.webcasts.com/starthere.jsp?ei=1218273&tp_key=0ca55ff303&sti=cygnal
Donya Rose, CSCP, is Managing Principal of The Cygnal Group. She is a recognized expert in sales compensation plan design, regularly speaking at conferences and writing published articles. She serves clients from F500 to growth-stage businesses, and advises WorldatWork on sales compensation hot topics and best practices.