No More Cold Calling
MARCH 7, 2013
Should you offer incentives to Referral Sources? Just don’t make compensation the reason they refer you. For a 2010 report from the Wharton School of Business, researchers Christophe Van den Bulte, Bernd Skiera, and Philipp Schmitt studied data that an anonymous German bank gathered on nearly 10,000 of its customers over 33 months.
OpenSymmetry
AUGUST 3, 2016
The Strategic Account Manager is included in this group and is amongst the most difficult roles to compensate in sales organizations. So, how do you compensate this key role? We completed a sales compensation plan audit for a telecommunications company last year. The organization broke my top rule to keep it simple.
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OpenSymmetry
JULY 20, 2016
In some cases, incentive compensation (IC) methods have evolved to align with new regulations regarding specific sales metrics. For example, Corporate Integrity Agreements (CIAs) were implemented by the DoJ as a way to curtail off-label drug promotion which forced companies to ensure their sales incentives encouraged proper compliance.
OpenSymmetry
JULY 20, 2016
In some cases, incentive compensation (IC) methods have evolved to align with new regulations regarding specific sales metrics. For example, Corporate Integrity Agreements (CIAs) were implemented by the DoJ as a way to curtail off-label drug promotion which forced companies to ensure their sales incentives encouraged proper compliance.
The Spiff Blog
JUNE 1, 2023
Organizations must be strategic when designing sales compensation plans. These competing priorities lead many organizations to implement one of the most consequential– and sometimes controversial– provisions you’ll find in a compensation plan: the clawback clause.
Xactly
JUNE 6, 2018
Nearly 70 percent of Xactly customers use Salesforce to manage their sales force compensation plans, and Salesforce is a long-standing Xactly customer (since 2010), using Xactly Incent to manage more than 15,000 payees on compensation plans. Sales Compensation – pays sales force.
Hubspot Sales
OCTOBER 2, 2019
years , down by half from 2010. Sales performance management tracking can provide valuable data enabling your organization to forecast future sales trends and employee compensation rates — particularly for commission-based compensation structures. Performance-based compensation. Helps predict future sales trends.
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