Managing Sales Growth with the Right Compensation Plan-Part III of a V Part Series on Compensation
Do you pay commissions on revenue or margin, or a bit of both? It depends. Many channel companies that live on razor thin margins, by necessity use margin (or gross profit, contribution margin) as the sole indicator of sales success. Most small business owners know you cannot pay the bills with revenue, it is all […]
Sales Compensation Plans-Part II-What Should A Sales Comp Plan Look Like?
Compensation plans for salespeople come in all shapes and sizes, with the general rule that the more complex and difficult the sale, the more you will need to pay salespeople to sell it. That is true across all industries, from hard goods to cloud based software. What is also true is generally plans will have […]
A New Year Is Always The Time For Sales Comp Plan Reviews
Your business plan is hopefully changing with growth goals already set and it is the perfect time to make sure your comp plans are aligned with the New Year company strategy. Many companies get in the habit of forgetting to review this critical component of their business toolset and do not make the tweaks to […]