Category Archives: Sales Compensation Insights

Many sales organizations will periodically experience a windfall sale. In some cases the win fell into the lap of one of the sales reps and in other cases, the sales person played their cards right, the stars aligned and the big sale occurred. Back in my earlier days as a sales manager, I had a

We have written about the linkage between money and sales rep behavior (see links below), but money is not the only way to motivate your sales team members and there may be times when you need to motivate using additional methods or alternatives to financial rewards. Here are some of the key ways to motivate

Temporary guaranteed compensation is a topic that often comes up in our work. It sometimes scares employers who are accustomed to paying sales people based on performance. So should you include guaranteed compensation in your offer to a prospective sales hire?  The answer depends on several factors: If a prospective candidate is selling at quota for another employer, it likely took

The answer depends on several factors, some of which can be hard to determine. Consider this: High turnover among sales staff may appear on the surface to be a bad thing. But if the skills of entry-level sales reps are adequate for the business you’re in, turnover may simply signal that your sales staff have

There are many different ways to structure and layer sales compensation and commission plans and most are based on revenue performance, but in some sectors compensating based on profit is popular and there are situations where it may make sense for your company as well. Compensating on Revenues The most common form of sales compensation,