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...

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...

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 c...