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
The COVID-19 pandemic has disrupted how technology companies do business and for most their business outlook.
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.
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.
Should salespeople’s pay take an incentive pay “hit” because of economic dislocation by COVID-19?
I read a discussion between some wickedly smart people. One person took a position that one could not be a “Trusted Advisor,” and be on
Just released, The 2020 Sales Compensation Trends Survey provides insights into sales compensation planning for 2020.
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.
Incentive compensation planning failure happens largely because there are too many people involved. Here are the 6 people you need on your planning team.
Sales compensation plans must be strategic to motivate sales reps to perform well. Understand the basic foundation with the ABCs of sales compensation.
Creating incentive compensation plans can be challenging. Learn how to build strong sales compensation plans with these easy-to-use compensation templates.
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.
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
9 Steps for Rolling out Sales Compensation Plans
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.
Sometimes the root causes of all-too-common problems are deceptively simple.