Leadership
Leadership
How to increase commission accuracy
The process of commission accuracy involves several vital steps to ensure that sales representatives are compensated fairly and accurately for their efforts, including clean data, clear commission structures, and regular...
Leadership
How to approach your customer success comp plans
Although customer success managers (CSMs) have always held a critical role in retaining customers, they have taken on a new level of relevance and responsibility in today’s market. CSMs once...
Leadership
How can financial forecasting improve your business planning process?
This is a guest blog from Sage, the accounting, people, payroll, and payments software provider. Financial forecasting projects your company’s future financial performance using intricate data and analysis. It serves...
Leadership
From Sales Rep to CRO: An interview with Cliff Simon
Although we unequivocally disagree with this action, companies dialing back compensation plans because their reps “earned too much” is not uncommon. It’s something that Cliff Simon, Chief Revenue Officer at...
Leadership
Characteristics of the best incentive compensation plans
Incentive compensation plans motivate and reward employee performance and are commonly used in sales and sales-adjacent fields. At its core, an incentive comp plan aims to motivate employees to achieve...
Leadership
These 5 factors impact sales comp the most
Most would agree that a sales rep who spends time threading deals packed with growing relationships should make more than reps who follow a transactional sales motion. That’s why enterprise...
Leadership
How poor compensation management impacts rep turnover
In our 2024 Compensation Trends report, “Solving the biggest sales compensation challenges: Insights from 450+ Finance, RevOps, and Sales Leaders,” we asked leaders to think about how often reps quit...
Leadership
Why 91% of sales teams missed quota this year
In our 2024 Compensation Trends report, “Solving the Biggest Sales Compensation Challenges: Insights from 450+ Finance, RevOps, and Sales Leaders,” leaders reported that 91% of them are failing to hit...
Leadership
Most needed areas of improvement in sales compensation management
Revenue leaders reported maintaining simplicity, getting team buy-in, and motivating reps as leading challenges when designing comp plans. That’s according to our report. But what problems pop up when it...
Leadership
“Alignment” most needed area of improvement in sales compensation management
In our 2024 Compensation Trends report, “Solving the biggest sales compensation challenges: Insights from 450+ Finance, RevOps, and Sales Leaders,” leaders identified “alignment to business goals” as the most needed...
Leadership
Leaders share 5 biggest challenges with sales compensation plans
Sales compensation plans have historically been intended to motivate sales reps to sell new revenue. However, market volatility has led many SaaS companies to shift their focus from growth at...
Leadership
New Sales Compensation Trends Report available
Significant market changes throughout 2023 caused many leaders to rethink their business strategies for the year. For instance, the slowest quarter (Q1 2023) for capital raised and the lowest number...