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

research

Research • Sales Compensation

Sales Compensation Plan Design Resources

September 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

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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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local chapter meeting

Local Chapter Meeting • Coaching, Sales Compensation, Sales Performance Management

Motivating the Sales Force

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

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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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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 Process Management, Coaching, Sales Technology, Sales Compensation, Sales Operations, Analytics, Sales Performance Management, Territory Management

Metrics, Process, and Performance Management

August 04, 2011

Sales Operations often serves as the command center for sales analytics. In this session, recorded at The Sales Management Association's May 2011 workshop, "Focusing Sales Operations' Productivity Impact" at DePaul University's Center for Sales Leadership, Jason Jordan

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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, Sales Operations, Sales Performance Management

Winning the Business Case for Sales Performance Management (SPM)

November 22, 2013

Your organization needs a solution to manage sales performance, but in a world of decreasing budgets, how do you get the buy-in you need to make your dream a reality? Learn how to win the business case and secure funding for a Sales Performance Management (SPM) solution.   Learn how

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