Sales Compensation and Performance Management Blog
FEATURED POST
Sales Commission Clawbacks:
What You Need to Know
They sound nasty. They feel bad. So, why do businesses insert clawback policies in their compensation plans?
July 15, 2021
Commission vs Bonus: What’s the Difference?
On Target Earnings (OTE) for the average American sales representative is $115,000. US organizations spend more than $800B per year…
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July 13, 2021
How Not to Develop a Sales Compensation Plan
Sales compensation has escaped the scrutiny that Marketing or Operations spending gets, despite its impact on both budgets and revenue…
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July 12, 2021
What are compensable factors and why are they important?
Compensable factors help employers pay employees fairly based on their merits and responsibilities. A compensable factor is a value or…
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July 8, 2021
What is Sales Incentive Compensation Management?
A long time ago, businesses realized they couldn’t motivate their salespeople to sell more if they didn’t give them a…
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July 6, 2021
What is shadow accounting?
If you’re a sales organization, shadow accounting is a dangerous drain on resources and a significant drag on revenue. It…
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July 5, 2021
What is variable compensation?
Variable compensation is pay given to an employee based on the results they produce. It is usually offered on top…
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July 1, 2021
10 Reasons Why Top Salespeople Leave
Top sales reps are a rare breed. They’re confident, charismatic, and have an innate ability to sell. But that’s not…
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June 29, 2021
How to Hire a Great Sales Manager
As a rapidly growing VC-backed start-up, we need to hire the right people fast. That means we’ve had to develop…
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June 24, 2021
7 Ways HR Can Help Increase Sales
Sales and Human Resources don’t always see eye-to-eye. Sales teams are usually quite happy to sidestep policies and bend the…
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June 22, 2021
3 Key Objectives of a Sales Compensation Plan
Incentivizing employees to boost performance is effective, but many ineffective sales compensation plans end up doing more harm than good…
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June 17, 2021
A Simple Guide to Sales Commission Structures
What is the best way to compensate your sales team? This question has been hotly debated for years, as there…
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June 15, 2021
10 Things Most Sales Compensation Automation Vendors Won’t Tell You
If you’re shopping around for a way to automate sales compensation, there are a few things to be aware of…
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