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Have you been asked this question before? or maybe its a question you have? As most sales comp practitioners know, the amount of people that is paid on a deal is based on a company's roles, sales compensation plans and quotas. If there are unnecessary roles in the sales process then the amount...
Have you heard this before? Working in sales compensation over the years, I have heard this comment a few times from people who work in the industry. Businesses are sometimes challenged by their sales teams with this question. In some cases, the salesperson maybe correct. But what is fair? ...
When creating sales incentive plans, a common question brought up is shifting the timing of payments. An organization maybe paying sales incentives quarterly, but have the desire to shift to monthly payments. The main driver behind this is to drive sales earlier on in the quarter. Now this ma...
But are you? Â We hear this often from senior leadership. Â While this may be true, there are cases where it is not true. Â Instead of looking at straight cash out, look at commission paid relative to revenue. Â From this perspective, you can you determine if you truly are paying too much in sales c...
So, what is a SPIFF? A SPIFF, also known as a SPIF, is a sales performance incentive fund. It is cash paid on top of a sales compensation plan for a specific objective and predetermined time period. Typically, in the form of a sales contest.
Are you working on sales compensation plans for next year? Don’t know where to start? If so, this blog is for you.
When thinking about sales compensation plans, some people think “just pay the sales team a commission rate and call it a day”. While its best to keep sales compensation plans sim...
