Sales compensation programs have historically been built around a philosophy of standardization. Organizations established set incentive plans for a given role. These plans carried...
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Most organizations spend months analyzing and re-designing their incentive plans. Finance teams spend weeks validating budgets, Sales leadership revises quotas, HR reviews governance, and...
Sales compensation programs have historically followed one fundamental rule. In order to drive desired outcomes, simply reward those outcomes. Annual quotas, quarterly bonuses and...
Most incentive plans sit through countless reviews prior to launch. Finance reviews validate cost. HR reviews hammer out governance. Sales leadership reviews quotas and...
Why Annual Incentive Plans Don’t Work in Today’s Revenue Landscape Annual incentive plans have been the cornerstone of sales compensation for generations of sales...
The majority of sales compensation plans being deployed today were built for a workforce that thinks, sells, and makes decisions far differently than the...