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The main drivers for a compensation plan change

Sales is often described as the easiest low-paying and the hardest high-paying job in the world, depending on your attitude, the level of motivation, and the design of compensation plans or incentive schemes.. In this article we examine some of the many reasons for changing the compensation plan, and how often these changes should be … Read more The main drivers for a compensation plan change
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How to pay commissions when territories are unequal

Introduction  About ten years ago I was involved in a technology company that had a sales force of around 30 staff, selling the same range of products in geographically defined terrirories throughout Europe, and in other cases territories were allocated by industry. If you’ve been in sales, you will immediately identify a common problem with … Read more How to pay commissions when territories are unequal
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Hidden Secrets to Successful Compensation Programs

After many years of being involved in the implementation and design of compansation schemes and programs, I’ve discovered valuable secrets leading to both successful and disastrous outcomes for companies and their sales teams. A few years ago, while working in an IT company, the whole salesforce was reshuffled after the management discovered that their motivation scheme … Read more Hidden Secrets to Successful Compensation Programs
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At Which Point In The Sales Process Are Sales Commissions Paid?

As anyone involved in selling knows, a sale is never really finalised until the payments have been made, which could take weeks, months and sometimes years. So at what point in the process should the sales people expect to receive their sales commission? The answer to that question may seem straightforward for most companies, particularly … Read more At Which Point In The Sales Process Are Sales Commissions Paid?
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