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, Channel Management

Compensating Sales Channels

June 07, 2011

Online 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

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research

Research • Sales Compensation

The 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

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Webcast

Webcast • Sales Compensation, Sales Operations, Sales Performance Management

Online Experts’ Exchange: Impact of the Medical Loss Ratio Provisions on Commission Structures for Brokers

January 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 Sales Management Association Online Experts Exchange panel discus

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Webcast

Webcast • Sales Compensation, Sales Performance Management

Best Practices in Sales Compensation Plan Communication

December 09, 2010

As firms prepare to implement sales compensation plan changes, they must avoid common mistakes which can undermine the plan’s desired impact. In this Sales Management Association webcast we detail practical strategies for ensuring a successful plan rollout by identifying five “Roll-Ou

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academic research

Academic Research • Sales Compensation, Sales Operations, Sales Performance Management, Configure-Price-Quote

Managing Salesperson Decisions that Impact Profitability

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

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Webcast

Webcast • Sales Compensation, Sales Operations

Online Experts' Exchange: Changing the Sales Compensation Plan

October 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

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management tool

Management Tool • Sales Compensation, Sales Operations

Sales Compensation Plan Policies and Guidelines

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

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chart

Presentation Bank • Sales Compensation, Sales Operations

Sales Compensation Change Management

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

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Webcast

Webcast • Sales Technology, Sales Compensation

Automating Sales Compensation

July 28, 2010

Sales Management's Perspective

Sales management brings a distinct perspective to the sales compensation automation discussion - a discussion too often dominated by Finance, HR, and Accounting. In this archived Sales Management Association webcast, current sales compensation trends are explored, including the advantages that

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Webcast

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

Algorithmic Quota Setting: How to Set Fair Goals

April 14, 2010

Fair and effective sales force quotas are essential to achieving corporate revenue goals. Sales Compensation plans - no matter how well-designed – can be effective if the sales quotas are not set properly. But how do you know if your quotas are set properly? What is the best way to set

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