Insights

Sourcing quality feedback to guide the future of your sales organization. We’ve come a long way from the days of command-and-control executives focusing on output alone. In the age of AI and information, feedback-gathering has become an essential method of identifying...

Reframing Ideas about the Role of Sales Leadership I recently had the pleasure of speaking with Jose Aleman on Everstage’s Go To Masters podcast. We talked about everything from sales comp processes in multi-regional organizations to implementing change and shifting...

New Year, New Goals: Best practices and resources for rolling out your new comp plan Whether you’re already in the process of rolling out new compensation plans or are just getting started, I wanted to provide you with a list of resources to make sure that the rollout...

Evolving compensation design as organizations change In the process of implementing sales compensation plan changes, one of the first steps is assessing what already exists. That involves benchmarking, which I wrote about in a previous post. Benchmarking is all about...

An important step in assessing your plan. As your organization grows and evolves, making a practice of regularly benchmarking your comp plan can help you keep your sales team motivated and growing. Benchmarking is a process that involves gathering data and comparing...

6 Factors to Regularly Evaluate So You Can Get the Most from Your Sales Team Over the summer, I'm going to be spending time putting together a roadmap for implementing sales compensation, so I figured blogging my way through it would be a good way to provide helpful...

Cultural considerations for businesses with short sales cycles In a previous post, I wrote about how to use compensation to keep a team engaged throughout a long sales cycle, or any sales process that extends longer than a year. That article begs the question—what do...

Providing purposeful compensation plans for long sales cycles. If you’ve spent any time on this blog at all, you’ll know my belief that there’s no one-size-fits-all approach to sales compensation. Creating a comp plan that is motivating and fulfilling for your sales...

Over the past few weeks, we’ve delved into six crucial aspects of best practices in sales compensation: culture, financial due diligence, job content, pay mix, objectives, and plan mechanics. Each of these elements plays a pivotal role in shaping an effective and...

Best Practices in Sales Compensation Part 6 In a way, we’ve already talked a lot about several components of sales incentive plan mechanics. We’ve covered the importance of culture, fundamental financial modeling, establishing job content, determining pay mix, and...

Best Practices in Sales Compensation Part 5 Setting objectives is a constant balance between meeting your organizational goals and being realistic about the capabilities of your sales team. You want to be aggressive enough to reach revenue and profitability...