logo1

Compensation Insights

Hitting the Target: Take Stock of Sales Roles and Compensation

It's that time of year again when sales organizations review performance against sales goals and start thinking about next year. But this year, I propose that companies take a more thorough approach to this process by:

Read More

Tags: compensation, compensation plan, comp plan, sales force, business strategy

Start Designing Your Sales Incentive Plans Now!

With the new year only a few months away, you should already be thinking about your company’s sales incentive plans. Did you know the shelf-life of even the most well-designed sales incentive plan is only about two years? Tinkering with your company’s current plan just won’t make it today’s competitive marketplace.

Read More

Tags: compensation, compensation plan, comp plan, sales force, sales force compensation plan, sales team, sales force compensation, sales incentive plan, business objectives

Inspire & Reward Your Sales Force Even When Times are Tough

It’s a tough time to be in sales – no matter what your business. Whether you’re in a business-to- business service industry, or your customers are mostly individual consumers, you know that people remain reluctant to open their checkbooks. Closing a sale can take much longer, and therefore it can be difficult to keep your sales force motivated to go out and sell.

Read More

Tags: compensation, comp plan, sales force, sales force compensation plan, sales team