Displaying articles, webcast archives, and management tools for the category "Sales Compensation". Click here to see upcoming events for this category.

Webcast

Webcast • Sales Compensation

Managing Sales Compensation Risk

November 01, 2013

Sales compensation is a powerful tool for motivating and managing the sales force. But it is definitively a double-edged sword as companies that get it right enjoy significant benefit, while those who get it wrong feel material downside. Companies that manage sales compensation well also actively

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Webcast

Webcast • Sales Compensation, Sales Operations, Sales Performance Management

Managing Quotas: Separating Superstition from Fact

September 26, 2013

In this webcast we’ll address five common management practices that govern sales performance management. We’ll debate the factual basis for each approach, and attempt to dispel unfounded, but commonly held assumptions that undermine effective management.   Our presenters

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Webcast

Webcast • Sales Compensation

Using What-if Analysis to Manage the Risk of Comp Plan Changes

September 20, 2013

“If we change the comp plan, will it have the desired results?” This is a question that can paralyze decision making. Though change impact can't be predicted with 100% certainty, “what-if” analysis can provide clarity and insight before changes are implemented, allowin

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Webcast

Webcast • Sales Technology, Sales Compensation, Sales Operations, Analytics, Sales Performance Management, Territory Management

Territory and Quota Planning Checklist: Preparing for 2014

September 13, 2013

It’s planning season for sales operations departments, the time of year when territory assignments, quotas, and compensation plan changes are considered for the coming year.   Effective quota and territory planning starts with the right mix of standardized practices and field p

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Webcast

Webcast • Sales Force Roles, Sales Compensation

Hunters and Farmers: Best Practice Approaches to Incentive Pay and Job Design

August 30, 2013

Are you just doing more of the same thing as your sales team grows? Are you making the mistake of having your Hunters farm old accounts, while also expecting them to cold call into new prospects? Do you just make a tweak to the incentive plan and give the same plan to everyone? As companies grow,

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Webcast

Webcast • Sales Technology, Sales Compensation, Sales Operations, Analytics, Sales Performance Management

Using Sales Data and Analytics: Insights for Leadership

August 22, 2013

Sales Performance Management (SPM) combines disparate information sources into essential intelligence for sales leaders. This webcast describes how sales organization can identify new profit sources and enable growth strategies through SPM. By integrating data from product, marketing, finance, an

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Webcast

Webcast • Sales Compensation

Assessing Sales Compensation Plan Effectiveness

June 14, 2013

This practical, high-impact discussion offers approaches for gauging sales compensation plan effectiveness, and guidelines for identifying potential plan improvements. Topics addressed include: Key Do's and Dont's for Assessing Plan Effectiveness Core Plan Effectiveness Metr

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Webcast

Webcast • Strategy & Planning, Sales Technology, Sales Compensation, Sales Operations, Analytics, Sales Performance Management

The Importance of Key Performance Indicators in Sales Performance Management

July 24, 2012

Key Performance Indicators (KPI's) are performance metrics that drive important management decisions. There are many commonly-used sales performance metrics, including total sales revenues, number of products sold, average order value, and year-to-date sales. Individually, these metrics yield

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academic research

Academic Research • Sales Compensation, Sales Operations, Sales Performance Management

Breaking the Sales Force Incentive Addiction: A Balanced Approach to Sales Force Effectiveness

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

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Webcast

Webcast • Sales Compensation, Sales Operations

Making the Most of Sales Compensation: A Guide for Sales Managers

May 29, 2012

Sales compensation is supposed to be key tool for motivating your team to exceed their sales goals. Too often though, it's a source of complaints and distractions, as the sales organization struggles to make sense of quotas, crediting policies, and confusing plan rules. Learn the role you can

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