Displaying articles, webcast archives, and management tools for the category "Sales Compensation". Click here to see upcoming events for this category.
Conference Archives • Sales Technology, Sales Compensation, Sales Operations
Measuring Return on Sales Performance ManagementOctober 19, 2011
Sales Performance Management (SPM) software solutions promise to enable and automate crucial aspects of sales management; and interest in these solutions is surging. How are practitioners using SPM, and are they realizing value from SPM investments? In this panel discussion, we’ll exam
Conference Archives • Sales Compensation, Sales Transformation
Sales Compensation Strategy for Sales Transformation: Expert RoundtableOctober 18, 2011
Few changes create as much potential disruption to sales organizations as when the sales compensation program is changed. Yet sales compensation must be changed in response to changing sales priorities, market conditions, or changes in deployment. How do leading firms manage sales compensation ch
Research Brief • Sales Compensation, Sales Operations
The Sales Compensation Canary in the Sales Force Coal MineFebruary 17, 2011
Diagnosing your sales compensation plan's problems.
A sick compensation plan is often the harbinger of much bigger problems with sales organization effectiveness. Diagnose the the comp plan problem quickly enough, and you stand a chance of heading off disaster. Frequent SMA contributor Scott Sands details how effective diagnostics k
Management Tool • Sales Compensation
Sales Compensation Plan Policies and GuidelinesOctober 27, 2010
A selection of policies from various companies, sales positions, and compensation plans.
The following is a representative collection of plan policies and guidelines picked from sales compensation plans in many different industries. Policies shown reflect a wide range of objectives, strategies, and market conditions. They are intended to provide a general framework for developing pol
Presentation Bank • Sales Compensation, Sales Operations
Sales Compensation Change ManagementAugust 20, 2010
Implementing Changes That Drive Productivity, Reduce Disruption
Many of our members are preparing for 2011 sales compensation plan design changes. Any plan changes - even minor ones - can potentially create distraction, anxiety, and confusion among the sales and support personnel impacted. How do leading organizations use sales compensation changes to drive p
Research Brief • Coaching for Performance, Sales Compensation
The Impact of Contests on Salespeople’s Customer OrientationDecember 19, 2009
An Application of Tournament Theory
Although experts agree on the importance of strong customer relationships, sales force management practices often result in behaviors that weaken relationships. The current use of sales contests with quantitative objectives in relation to revenue or profit margins testifies to this divergenc
Research Brief • Sales Compensation
Aligning Sales Pay With ProfitabilitySeptember 23, 2009
How Firms Are Changing Sales Incentive Compensation In Support of New Priorities
There's lots of talk today about incentive measures and risk management. Even if you’re not a TARP recipient, your company’s board and executive management could take greater care in deciding which performance measures get used to calculate incentives. Sales incentives ar
Research Brief • Sales Compensation
What if CEOs Were Paid Like Salespeople?September 14, 2009
How Measures of Sales Compensation ROI Reveal Pay-and-Performance Relationships
Chief Executive Officers have long fielded criticism over their pay packages; amidst the current global recession, they’re under more scrutiny than ever. CEOs with poor earnings and growth results – and there are many – hear criticism from multiple fronts. The more rancorou
Research Brief • Sales Compensation
Sales Compensation Plan Design ResourcesSeptember 30, 2008
New Compensation Plan Templates Added to Our Library
The Sales Management Association’s sales compensation resources include our library of pay plan templates, viewable here . Each plan is presented in a downloadable spreadsheet template, which members can use to adapt a selected pay plan design to a sales position’s spe
Research Brief • Sales Compensation
Sales Management's Role in Designing the Sales Compensation PlanJune 03, 2008
An Insider's Guide to Achieving Your Objectives, Managing Multiple Stakeholders, and Avoiding Surprises
S. Scott Sands Watson Wyatt Worldwide Sales incentive compensation design projects are time-consuming, complicated, and involve the competing interests of many stakeholders. What is the best way for Sales Management to participate in the process? Veteran sales compensation co
