article thumbnail

How to be Indispensable as an Incentive Compensation Manager

The Spiff Blog

As an incentive compensation manager, you manage or play a key role in the design of your sales commission plans. Administer commission plans. You also play a key role in executing payroll and continuously managing the overall commission process. Build meaningful relationships with commissioned employees and sales leadership.

article thumbnail

5 Sales Quota Setting Methodologies Proven to Generate Revenue

The Spiff Blog

These functions include territory management, goal setting, capacity modeling, forecasting, sales performance improvement, seller experience, and countless other exercises that set a business up for success– or failure. Remember, for most reps, quota is tied directly to their sales commission. Let’s start with the pros.

Quota 70
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

2023 Sales Comp Planning: A Conversation with The Alexander Group

The Spiff Blog

As we start planning for 2023, the only thing we’re certain of is that we’re in rocky territory– some organizations more precariously positioned than others. Regularly review inbound demand KPIs like lead and MQL volume, keep your eye on pipeline velocity metrics, and watch for growth trends in the market. Final thoughts. About Spiff.

Groups 67
article thumbnail

Are You Using Your Sales Performance Data Effectively?

Xactly

This ultimately allows for better sales, territory, and compensation planning; thus, a stronger sales organization as a whole. . Commission Accuracy & Payout Time: Motivated, happy reps are key to a successful sales organization, and morale can have a big impact on sales performance. Sales Territory Mapping and Design.

Data 85
article thumbnail

How to Design a Sales Manager Compensation Plan (With Examples)

Xactly

Constructing Commissions in a Sales Manager Compensation Plan. In these cases, it makes sense to measure reps on a revenue plan component, while the sales manager compensation plan should be measured on a margin or pricing component (learn more about different sales commission structures ). Pay Mix and Upside. On-Target Earnings.

article thumbnail

IS IT TIME TO RENOVATE YOUR GO-TO-MARKET ORGANIZATIONAL STRUCTURE?

Mereo

Do they align to a market program or a selling territory? 4) LOSING THE NON-COMMISSIONED OFFICER IN SALES The non-commissioned officer in sales used to be the staff sergeant — the first-line manager. COVID-19 further accelerated this trend. They sat in the regional office with a sales team of six to 10 people.

article thumbnail

The Sales Leader's Guide to Performance Management

Hubspot Sales

Helps predict future sales trends. 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. Allows sales reps to build their skills. Image Source: SAP. Price: Contact SAP.

SAP 118