The SCN Blog

The Sales Comp Network blog focuses solely on sales incentive topics. Subscribe for FREE to get instant access to all of our posts and receive the latest content by email. Each post has actionable tips that will help you create or improve your sales compensation program!

Tags: sales commission

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How Much Are Your Sales Commission Plans Costing You?

One of the most important questions that company leaders ask is “How much are these comp plans going to cost us?” That is where plan modeling or costing comes in. This is the time of year when companies are creating sales compensation plans for next year. They usually invest time in determin...

by Shirah Smail — Nov 16, 2024 creating sales compensation plans sales commission sales commission cost sales comp analysis sales comp cost model sales compensation cost model spiff or spif

Recoverable Draw vs. Non-Recoverable Draw

If you have ever been in a sales role, or played a part in a sales compensation program – then you most likely have heard the term “draw”. There are two main types of draws, recoverable and non-recoverable. There are two types because they accomplish different objectives and are processed dif...

by Shirah Smail — Nov 16, 2024 creating sales compensation plans sales commission sales compensation management

Why Complex Commission Plans Are Hurting Your Sales Team

Many companies don’t desire to create complex commission plans, as business needs change some plans become complex overtime. Typically, a company will have a simple sales compensation plan to start. Then, as the company grows, and goals shift, the compensation plans change – which is best prac...

by Shirah Smail — Nov 16, 2024 creating sales compensation plans sales commission sales compensation program sales effectiveness

Do I Need To Create Sales Compensation Plans?

If you just started hiring your sales team, you may wonder if you need to give them a sales compensation plan (also known as a “commission plan”) to sign. You may think “It’s only 2 sales people, we can have a verbal agreement”. Well, you can definitely choose to do that if the sales professio...

by Shirah Smail — Nov 16, 2024 creating sales compensation plans sales commission sales compensation management

How To Pay Sales Incentives On A New Product

Congrats! Your company is going to launch a new product into the market next year. I am sure this has been a long-awaited release, and many hours have been spent in this effort. Most likely including your go to market strategy and the channels you will be using to sell this product. But have...

by Shirah Smail — Nov 16, 2024 creating sales compensation plans incentive on new product sales commission sales effectiveness sales incentives spiff or spif

Top 3 Tips for Choosing an ICM Tool

So, what is an ICM tool? An ICM tool is an incentive compensation management software. With the rise of AI, technology and automation, you will find countless options online. Each of these vendors have their pros and cons, but their bottom-line functionality is processing incentive or commiss...

by Shirah Smail — Nov 16, 2024 icm sales commission sales compensation management sales compensation program

Unfair Commission Structure?

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 sales profession. Businesses are sometimes challenged by their sales teams with this question. In some cases, the salesperson maybe correct. But what i...

by Shirah Smail — Nov 14, 2024 creating sales compensation plans sales commission sales comp analysis sales compensation management sales compensation program sales effectiveness

We’re Paying Too Much In Sales Comp!

But are you? We hear this often from senior leadership. While this may be true, there are cases where it is not true. Instead of looking at straight cash out, look at commission paid relative to revenue. From this perspective, you can you determine if you truly are paying too much in sales ...

by Shirah Smail — Nov 14, 2024 sales commission sales commission cost sales comp analysis sales comp cost model sales compensation cost model sales compensation management sales compensation program

SPIFF vs. Comp Plan

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.

by Shirah Smail — Nov 14, 2024 sales commission sales compensation management sales compensation program sales incentives spiff or spif

The SCN Blog

The Sales Comp Network blog focuses solely on sales incentive topics. Subscribe for FREE to get instant access to all of our posts and receive the latest content by email. Each post has actionable tips that will help you create or improve your sales compensation program!

Tags: sales commission

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