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...

If you have ever designed sales compensation plans, the suggestion to build an incentive plan and then change it quarterly may have been proposed.  Perhaps leadership needs this flexibility because of the many unknowns in planning.  Maybe the company is going through restructuring, where the sa...

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...

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 ...