Your sales team hit 110% of quota. Revenue is up. Incentive payouts are on budget. So why is profitability down? This is one of...
Category: Incentive Plans
Every sales compensation leader knows too much time is spent arguing about which KPIs to include in an incentive plan. Too little time is...
The biggest mistake with sales compensation incentives is often assuming more KPIs will lead to better alignment. In reality, they tend to do the...
US and Canadian telecom sales organizations have some of the most complex compensation plans in all of business. Consumer, business, retail, field sales, inside...
Insurance companies in the US and Canada spend millions each year on commissions and incentive compensation across Personal P&C, Commercial P&C, Specialty P&C, Workers’...
Sales compensation is the single biggest investment organizations make to drive revenue but it’s still managed like an operating expense at most companies. Finance...