Ten Fundamentals of Sales Compensation Plan Design

Ten Fundamentals of Sales Compensation Plan Design

Sales compensation plan design and communication of plans should reward the sales force for the demonstration of desired behaviors and achievement of results in alignment with an organization’s sales strategy.   1.Setting Total Target Compensation...
Sales Incentives During Challenging Times

Sales Incentives During Challenging Times

by Susan Malanowski When revenue opportunities significantly drop unexpectedly due to external situations like Covid-19, many organizations’ sales pipelines begin to slow down, and revenue significantly shrinks. For other organizations, unexpected windfalls may occur...
How to Document Your Sales Compensation Plan

How to Document Your Sales Compensation Plan

We are often involved in reviewing a client’s sales compensation plan document for clarity and completeness. What we find when we read this document is that it appears to have been “written by attorneys for attorneys.” If your plan document is the primary means by...