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
Making Sense of Sales TerritoriesFebruary 23, 2012
New Approaches to Sales Territory Management
Managing sales territories and administering sales crediting rules are increasingly complex propositions for sales operations departments. Tracking sales by segment, channel, product, and sales job frequently means assigning credit for one sale to multiple sellers – sometimes a dozen or mor
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
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
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
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
Webcast • Sales Compensation, Sales Operations
Automating Sales CompensationJuly 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 SMA webcast, current sales compensation trends are explored, including the advantages that accrue to sales manageme
Webcast • Sales Compensation
Algorithmic Quota Setting: How to Set Fair GoalsApril 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
Webcast • Sales Compensation
Five Things to Get Right When Optimizing Your Incentive Management ProgramMarch 24, 2010
Sales force incentive compensation is critical to driving sales growth, and can be one of the largest expenses of an organization. For this reason, it is imperative to continually evaluate incentives and support processes to ensure accuracy and effectiveness. Inaccuracies, weak perform
