OpenSymmetry

JULY 20, 2016

Tactics may have changed, but for the most part these sales teams still run on a commission or quota based metric determined by well-planned territories. In some cases, incentive compensation (IC) methods have evolved to align with new regulations regarding specific sales metrics.

Pharmaceuticals 40

Pharmaceuticals Compensation Incentives Incentive 40

OpenSymmetry

JULY 20, 2016

Tactics may have changed, but for the most part these sales teams still run on a commission or quota based metric determined by well-planned territories. In some cases, incentive compensation (IC) methods have evolved to align with new regulations regarding specific sales metrics.

Pharmaceuticals 40

Pharmaceuticals Compensation Incentives Incentive 40

OpenSymmetry

AUGUST 3, 2016

Each salesperson is assigned a territory, a quota, and they “go forth and sell”, right? 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? Approach to Governance. Cost of Labor vs. Cost of Sale.

Compensation 40

Compensation Account Incentives Incentive 40

PandaDoc

APRIL 26, 2023

So how do you strike a perfect balance between business goals and the compensation needs of employees? How your compensation package (including commission structure) works tells a great deal about your organization. So what can possibly be a better incentive than a performance-based bonus? Well, offer more and bigger incentives!

Commission 52

Commission Salary Margin Scale 52

Mereo

APRIL 2, 2020

With this in place, uniting your leadership and teams, go-to-market activities become more streamlined and successful, pursuing new territory or different markets becomes achievable. With too many salespeople assigned to a territory, you set your team up for missed individual quotas and an inundated market. Unified Sales Governance.

Sales Operations 45

Sales Operations Revenue Territories Compensation 45

Miller Heiman Group

FEBRUARY 26, 2019

For instance, the top-down approach may miss the potential of each individual sales rep’s opportunities in their territory or accounts (e.g. knowing that a new regulation is going to impact a particular seller’s territory). To account for the pros and cons of each, incorporate elements of both a top-down and a bottom-up approach.

Strategy 71

Strategy Territories Quota Proposal 71

OpenSymmetry

MAY 23, 2016

While, incentive compensation administration is still a main piece, the broader SPM technology concept is expanding more holistically to include other key aspects which directly impacts how a sales team might perform, including talent development, sales enablement, and territory and quota management. Steps to Success.

Territories 40

Territories Vendor Incentives Incentive 40