Management spends plenty of effort designing salesperson incentive compensation plans, but the first-line sales manager pay plan is often an afterthought. This webcast reviews essential plan design principles important for first line sales managers; explores common plan design pitfalls; and takes a close look at three commonly-used manager pay plans.
Blog Post
Fall – the time of year when sales compensation managers review pay plans, dissect performance data, and determine next year’s sales comp plan changes. It’s also the time of year when freshmen college students are matriculating in Literature 101 classes, reviewing syllabi, buying books. Coincidence? Hardly: turns out that sales...Read more
Webcast
Driving Sales Profitability through Incentive Compensation 
25 September 2014
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Sales organizations must do more than simply grow the top line – they must grow revenue profitably. And most firms empower salespeople with enough decision-making authority to impact profitability. Decisions that involve pricing, product mix, solution development, and customer expense management can all profoundly affect profits as well as sales....Read more
There are lots of terms that get tossed around by sales forces, such as “sales process” and “sales coaching,” and many of these have very vague meanings. Another term that we frequently hear used in various ways is “sales enablement.” Sometimes this is a code word for a sales operations...Read more
Conference Archives
Sales Leadership’s Planning Priorities
23 September 2014
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A sales force’s sales attainment curve – the distribution of performance across low, mid, and high-performing salespeople – offers unique insights to management. Leaders that listen to their sales organization’s attainment curve can discover opportunities for increased revenue and reduced costs. Discover where top performers may be minimizing revenue opportunity,...Read more
Conference Archives
Use Sales Metrics to Be a Better Coach
17 September 2014
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Have sales reports? Like to coach? Then you are in business! In this one-hour working session, you will learn a research-based framework that enables more powerful sales coaching through the use of sales metrics. You will also learn to apply this practical framework to common sales management issues, and clear...Read more
Conference Archives
Aligning Sales Territories: New Approaches for Optimizing Productivity
17 September 2014
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This workshop offers perspective on developing an end-to-end territory management process; from territory optimization through ongoing maintenance and sales crediting. Few management decisions have a greater impact on sales productivity than territory assignments. Well-designed territories allow quick response to dynamic market conditions and changing customer coverage requirements. This workshop offers...Read more
Conference Archives
Is Sales Enablement Making Salespeople Stupid? (Panel Discussion)
17 September 2014
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As the job of selling becomes ever more complex, companies are struggling to assure their salespeople keep pace with the changing landscape. Traditional sales training simply isn't meeting the need, but companies may find the right peak performance recipe by looking to other disciplines. From music to sports to mathematics...Read more
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