For most organizations, sales compensation plans were historically “set it and forget it” documents. Design the plan at the beginning of the year, get...
Sales compensation plans get designed once per year, talked about at kickoff, and are mostly forgotten until next year’s planning cycle. But revenue organizations...
Sales compensation used to be a payout system administered by Sales Operations or a budget managed by Finance. As companies evolve their compensation from...
Exceptions as a normal part of business: That’s how compensation is treated in many organizations. “The deal’s strategic, we need to make an exception.”...
Sales compensation systems were built to calculate commissions accurately and on time. At scale, organizations invest heavily in automation to eliminate manual errors, reduce...
Sales compensation plans set the expectations that drive behavior. Well-designed plans protect margin, align revenue teams to strategy and motivate high performance. But too...