Displaying articles, webcast archives, and management tools for the category "Sales Compensation". Click here to see upcoming events for this category.
Webcast • Sales Compensation, Sales Operations
Quota Setting Best Practices for Sales OperationsOctober 19, 2011
Effective quota-setting programs are essential for growth planning, strategy, enabling productivity, and measuring results. Drawing from Better Sales Comp Consultants' recently-concluded research on sales operations’ quota-setting practices, this webcast features insights on what&r
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
Webcast • Sales Technology, Sales Compensation, Sales Operations
Optimizing Sales Performance Across DivisionsJune 16, 2011
Two SPM Perspectives
Many firms, including those in the medical device industry, are consolidating market share through mergers and acquisitions. These firms share the objective of finding operating synergy, but must address the challenge of coordinating sales initiatives over multiple, often disparate
Webcast • Strategy & Planning, Sales Force Roles, Sales Technology, Sales Compensation, Sales Operations
Maximizing Return on Sales Headcount InvestmentJune 09, 2011
Sales payroll is the largest component of selling expense for most firms. Realizing return from sales headcount investments involves much more than simply hiring the best available talent and turning them loose. For large sales organizations, maximizing sales headcount ROI is a mul
Webcast • Sales Technology, Sales Compensation, Channel Management
Compensating Sales ChannelsJune 07, 2011
SMA Experts' Exchange
Compensation is an important tool for managing indirect sales channels. Incentive compensation management for channels has challenges distinct from those associated with direct sales forces. As a firm's channel strategy evolves, its channel compensation schemes must re-align with new prioriti
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
Webcast • Sales Technology, Sales Compensation, Sales Operations
Online Experts’ Exchange: Impact of the Medical Loss Ratio Provisions on Commission Structures for BrokersJanuary 18, 2011
Starting January 1, 2011, insurance carriers are required to meet medical loss ratio targets established by the Healthcare reform law. This impacts commission processes, transparency and current systems in place. In this SMA Online Experts Exchange panel discussion, we review three per
Management Tool • Strategy & Planning, Coaching for Performance, Sales Technology, Sales Compensation, Sales Operations
Sales Management Association Performance StudiesNovember 10, 2010
A Research Resource for Members
Webcast • Sales Compensation
Online Experts' Exchange: Changing the Sales Compensation PlanOctober 29, 2010
Best Practices in Implementing Incentive Change
Sales compensation is difficult to change. Even minor tweaks to a compensation program have the potential to generate distraction, worry, and outright hostility from the sales organization. How should management approach changing the sales compensation program? Are there proven processes that avo
