Incentive Compensation
What are the secrets to rolling out a winning sales compensation plan? It's critical that the plan be easily understood and that it...
Sales compensation dwarfs other sales-related expenses, and commands plenty of the sales organization's energy and attention. Firms'...
Sales quotas and incentives have a big impact on sales productivity. Discover the data linking these two functional areas and learn how...
How much will your organization sell this year? Who will sell it? When? And at what margin? Being able to answer these questions not only...
Successful territory mapping can help create focus and accountability, especially when synchronized with well-designed incentive...
Research
Research | 24 September 2019
Reporting is a cornerstone of sales performance management, and reporting practices in sales organizations are quickly evolving. This research surveys current practices in incentive compensation and sales performance reporting. It...
Research Brief | 08 August 2017
This research examines sales organizations' sales performance management (SPM) practices. SPM, as popularized by sales technology solution providers, has come to refer to a portfolio of planning and resource allocation activities. These...
Research Brief | 05 January 2017
Sales compensation overshadows other sales-related expenses, and at times dominates the sales organization's attention. Firms' ability to design, adapt, administer, and communicate their sales compensation programs is therefore a...
Courses and Conference Archives
Conference Archives | 18 October 2017
Progressive firms are doing more with sales performance management (SPM) tools, which in the past often focused on incentive compensation...
Conference Archives | 17 October 2017
Challenged with doubling its annual revenues from US$6 billion to US$12 billion in five years, VMware is retooling to better deliver...
Conference Archives | 26 October 2016
Sales compensation programs were built by, and for, Baby Boomers and Generation X-ers. But newer generations--like Millennials (born after...
Conference Archives | 25 October 2016
ADP's large enterprise sales group faced transformational change among buyers; to adapt, it embarked on its own transformation. Presented...
Conference Archives | 13 October 2015
Sales compensation programs are a treasure trove of data. The best companies know that it's important to make optimal use of such...
Conference Archives | 16 September 2014
Sales managers are essential in any organization. Yet in selecting and managing sales managers, many firms fall far short -- and in fact...
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