Leadership
Leadership
Who to include on your sales comp plan build committee
It’s that time of year: compensation plan design season. Many companies are finalizing the compensation proposals throughout November and December to prepare them for sales kickoffs during the first quarter....
Leadership
New Guide: Mastering the SKO
Will your next sales kickoff (SKO) be one of the 25% that earns an “A” grade? According to data from TaskDrive, a research analytics firm for B2B and marketing teams,...
Leadership
Guide to sales commission automation
Sales commission automation is the seamless integration of software with your sales tech stack to pull data needed for automated commission tracking. It often draws data from your CRM and...
Leadership
How to increase commission accuracy
The process of commission accuracy involves several vital steps to ensure that sales representatives are compensated fairly and accurately for their efforts, including clean data, clear commission structures, and regular...
Leadership
How to approach your customer success comp plans
Although customer success managers (CSMs) have always held a critical role in retaining customers, they have taken on a new level of relevance and responsibility in today’s market. CSMs once...
Leadership
How can financial forecasting improve your business planning process?
This is a guest blog from Sage, the accounting, people, payroll, and payments software provider. Financial forecasting projects your company’s future financial performance using intricate data and analysis. It serves...
Leadership
From Sales Rep to CRO: An interview with Cliff Simon
Although we unequivocally disagree with this action, companies dialing back compensation plans because their reps “earned too much” is not uncommon. It’s something that Cliff Simon, Chief Revenue Officer at...
Leadership
Characteristics of the best incentive compensation plans
Incentive compensation plans motivate and reward employee performance and are commonly used in sales and sales-adjacent fields. At its core, an incentive comp plan aims to motivate employees to achieve...
Leadership
These 5 factors impact sales comp the most
Most would agree that a sales rep who spends time threading deals packed with growing relationships should make more than reps who follow a transactional sales motion. That’s why enterprise...
Leadership
How poor compensation management impacts rep turnover
In our 2024 Compensation Trends report, “Solving the biggest sales compensation challenges: Insights from 450+ Finance, RevOps, and Sales Leaders,” we asked leaders to think about how often reps quit...
Leadership
Why 91% of sales teams missed quota this year
In our 2024 Compensation Trends report, “Solving the Biggest Sales Compensation Challenges: Insights from 450+ Finance, RevOps, and Sales Leaders,” leaders reported that 91% of them are failing to hit...
Leadership
Most needed areas of improvement in sales compensation management
Revenue leaders reported maintaining simplicity, getting team buy-in, and motivating reps as leading challenges when designing comp plans. That’s according to our report. But what problems pop up when it...