In today’s complex go-to-market models, sales crediting hierarchies are not a luxury—they are a necessity to ensure fair play, maintain compliance, and scale without...
Category: Incentive Plans
Sales Operations teams are at the intersection of data and strategy. In addition to analyzing sales processes, many SO teams now also influence and shape...
Sales operations teams designing sales incentive plans often struggle with questions around crediting revenue or deals—especially in group selling scenarios. A common (yet faulty) solution...
Sales Operations teams are often the nucleus of a company’s revenue strategy. But the role of Sales Operations goes beyond reporting results. They must also determine...
Powering flexible sales crediting requires a hierarchy structure. Rarely in a sales organization does the “one rep sells, one rep earns” model actually work. Instead, there...
Measuring and rewarding sales performance is the key to sales compensation management success. Year-to-Date (YTD) calculations and Year-over-Year (YoY) comparisons are among the most used...
