Displaying articles, webcast archives, and management tools for the category "Sales Compensation". Click here to see upcoming events for this category.
January 05, 2017
Sales compensation overshadows other sales-related expenses, and at times dominates the sales organization’s attention. Firms’ ability to design, adapt, administer, and communicate their sales compensation programs is therefore a significant management concern. This research examin
June 12, 2012
Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer
Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer Dating back more than a century, companies have used incentives such as commissions and bonuses to motivate anddirect the activities of salespeople. Today, sales force incentives comprise a large portion of sales force pay
February 17, 2012
What's Working for Sales Leadership?
We're addressing this sales management effectiveness topic in upcoming chapter meetings. Learn more about SMA’s Local Chapters by signing up to attend a meeting (or consider helping us start a chapter!). What makes a motivated sales force? What role do sales leaders play in creating
Research • Sales CompensationThe Sales Compensation Canary in the Sales Force Coal Mine
February 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 Sales Management Association contributor Scott Sands details ho
December 07, 2010
Research Findings from Florida State University's Dr. Leff Bonney
For most organizations, landing the major account is the ideal end goal for individual sales representatives, and the de facto definition of effectiveness for the sales organization. Yet focusing on account wins alone overlooks the importance of selling efficiency. Selling efficiency describes th
October 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
August 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
December 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
September 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 • Sales CompensationWhat 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