Sales Compensation
Kevin Raybon

Spotlight on Sales Compensation

WorldatWork’s Spotlight on Sales Compensation is the world’s largest sales compensation event designed to infuse learning, networking, thought leadership and next practices for sales compensation and

Sales Compensation
Alexander Group

Sales Departments Seek to Protect Sellers’ Incentive Pay

Alexander Group’s COVID-19 Sales Comp/Quota Survey. Conducted during the week of March 23, 2020, the survey had responses from 203 sales departments representing 340,000 sellers in the US. Sales leaders have yet to identify the amounts and techniques.

Sales Compensation
Alexander Group

Adjustments to Sales Quotas due To Market Disruption

The COVID-19 crisis is compelling sales leadership “to act” and to defend the variable pay of their sellers. The extent of this protective action depends on the expected length and duration of the crisis, and the downward forecast (mostly unknown) to sales performance.

Sales Compensation
Kevin Raybon

Creating a sales compensation plan that wins over the c-suite

Creating a sales compensation plan is no easy task. When it comes to execs and sales compensation – specifically, winning budget approval from the c-suite for your sales comp plans – it’s important that you know what leadership is looking for.

Sales Compensation
Kevin Raybon

The ABCs of Compensation Planning

Sales compensation plans must be strategic to motivate sales reps to perform well. Understand the basic foundation with the ABCs of sales compensation.

Sales Compensation
Kevin Raybon

Bonus vs. Commission: What’s the difference?

Sales compensation drives behavior, but there are many ways to motivate reps. Discover the best plan for your company in our bonus vs. commission breakdown.

Culture & Change Management
David Brock

Are Sales People Coin Operated?

We are facing a crisis in sales retention. Average tenure for sales people and managers has plummeted to 16.5 months. As I speak to sales

Sales Compensation
Kevin Raybon

Sales Comp Trends

Sales compensation trends are dynamic and new ones arise each year. This year, there are seven that stand out, according to the 2019 Sales Compensation Trends Survey, which had input from more than 80 sales departments in this 17th edition.

Sales Compensation

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