Your Sales Management Guru

NOVEMBER 28, 2017

Align Sales Compensation with Your Goals A compensation plan that works. Note: This week’s blog is an excerpt from my new book: “Creating High Performance Sales Compensation Plans”. Each has its own business, margins and mix of products and services. Each has its own business, margins and mix of products and services.

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Compensation Margin Commission Salary 68

Pipeliner

DECEMBER 20, 2017

A compensation plan that works. Note: This blog is an excerpt from my new book Creating High Performance Sales Compensation Plans. Each has its own business, margins and mix of products and services. Your sales management team must understand your company’s overall goals and structure compensation to align with them.

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Your Sales Management Guru

OCTOBER 7, 2014

Creating a Sales Compensation Plans. Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans. Your sales management team must understand your company’s overall goals and structure compensation to align with them. ave order size, add margin?

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Compensation Margin Hiring Commission 81

Xactly

OCTOBER 10, 2018

You need to start pulling together internal data from your incentive compensation management system, data from your CRM, and finally, information from financial teams on profitability and product revenues. Are you an Xactly Insights customer using empirical data to benchmark your incentive compensation? Watch Webinar.

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Compensation Incentives Incentive Webinar Metrics 79

Xactly

NOVEMBER 15, 2018

When it comes to sales compensation planning, you can never start prepping too early, right? Sales managers and their reporting reps will have responsibilities in their roles, which means your compensation plans should be tailored to different roles. Constructing Commissions in a Sales Manager Compensation Plan. Build a Plan.

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Xactly

JULY 5, 2018

When it comes to sales compensation planning, you can never start prepping too early, right? Sales managers and their reporting reps will have responsibilities unique to their roles, which means your compensation plans should be tailored to different roles. Things to Consider in Compensation for Sales Management: Find your Leaders.

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Compensation Sales Management Examples Commission 69

Your Sales Management Guru

NOVEMBER 28, 2016

Creating a Sales Compensation Plan for 2017. Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans. Your sales management team must understand your company’s overall goals and structure compensation to align with them. Sizing It Up.

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Sales and Marketing Management

MARCH 27, 2019

There’s a simple solution that will help streamline this issue and create more time for sales reps to spend actually selling the product or service: implement a sales and compensation system that’s transparent and easier to understand. Lack of transparency can also lead to inaccuracy within a company’s compensation calculations.

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The Brooks Group

JUNE 1, 2015

In order to maintain a healthy profit margin, you must reinforce the importance of value within your sales culture. Keep in mind these 6 tips for protecting profit margin: 1. Build a sales compensation plan that focuses on gross margin, not volume. Only hire salespeople who truly believe in the value of your product.

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Sales and Marketing Management

MARCH 23, 2018

But I’ve never seen a commission model used to calibrate their compensation. The top priority for every marketing leader should be making every effort measurable and impactful (using the same metrics expected from sales: revenue margin and cashflow). Those same marketers received sizable discretionary bonuses as a result.

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Your Sales Management Guru

NOVEMBER 16, 2015

Sales Compensation Planning for 2016. Once that exercise is completed then all budgets, marketing plans and sales compensation planning can begin. The sales management process in developing sales compensation can be complex, yet the goal must always to create a program that is simple to understand and administrate.

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Compensation Hiring Margin Objections 40

Sales Hacker

DECEMBER 12, 2017

With increasing focus on grit and many claims of meritocracies in organizations across the country, why does variable pay compensation even exist? On top of that, why are sales people some of the few employees subject to variable compensation structures? What is Variable Pay Compensation Anyway?

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The Pipeline

MARCH 27, 2014

While paying on net revenue is a start, companies should also incent higher margin products at a higher rate, thereby driving sales and higher profits. He suggest that the right number of people is five. Cabrera is also a proponent of paying different rates on different products. Sales Incentives Tibor Shanto'

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Your Sales Management Guru

OCTOBER 3, 2011

Align Sales Compensation with Your Goals. A compensation plan that works. Each has its own business, margins and mix of products and services. Each has its own business, margins and mix of products and services. Compensation plans shouldn’t be developed in a vacuum. Sizing It Up. Understanding Cost of Sales.

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Compensation Margin Commission Salary 65

SBI Growth

NOVEMBER 24, 2012

The purpose of every incentive compensation plan is to influence the actions of sales reps. HR leaders should act now to align the compensation plan with the customer's interests. Incentive compensation is intended to reward specific behaviors of the sales force. This “high value” selling activity should be the most compensated.

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The Pipeline

FEBRUARY 3, 2014

As we all know, a $500 discount on a $10,000 piece of equipment, can have little impact on what the reps gets paid, but could be a huge part of the gross or net margin. The same instincts that allow sales people to choose a discount when paid on top line, drive sale reps paid on margin to deliver value for all three key parties.

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Incentives Incentive Discount Margin 244

OpenSymmetry

FEBRUARY 23, 2017

However, automation is not necessarily the answer to all sales compensation problems – in fact, a new shiny tool could be a huge investment that only helps the company make the same mistakes faster. Take a fresh look at your sales compensation processes before considering the investment of a new tool. Don’t know where to begin?

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Partners in Excellence

AUGUST 3, 2020

I think we make the issue of measuring sales performance more complicated than it need be, because we confuse it with “compensating sales performance.” When we separate measuring sales performance from compensating sales performance, we are able to start clarifying things. We can start to develop more meaningful metrics.

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Compensation Pipeline Penetration Quota 148

Sales Hacker

OCTOBER 7, 2020

Adjust Your Compensation Plan. Margin compression is a huge obstacle to overcome in a down economy. Consider switching up your compensation plan if you have a product with tightening margins or if margins need to be defended. One thing you can try is to comp your reps on profit margin instead of on revenue.

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Hiring Salary Margin Compensation 103

Pipeliner

JULY 17, 2022

She’s an award-winning author, educator, business leader, social-justice champion, and Founder and Chief Change Agent at Flying Elephant, an umbrella organization for four social ventures dedicated to shifting power to marginalized communities. This Expert Insight Interview discusses: What prompted Deanna Singh to write her latest book.

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Hiring Video Margin Compensation 98

Janek Performance Group

DECEMBER 28, 2021

The Pros and Cons of Different Sales Compensation Plans. As such, top sales organizations know their talent is only as good as their compensation plans. Have a look now by following this link. Sellers are often a competitive breed, pushing themselves to achieve and exceed their quotas.

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Sales Qualified Lead Lead Rank Marketing Qualified Lead Lead Generation 118

Sales and Marketing Management

SEPTEMBER 17, 2017

The rule of thumb for calibrating incentives is to pay out between 3 and 10 percent of total compensation (commensurate with the period the incentive is active). If your company lives and dies on razor-thin margins and frowns upon long lunch breaks, then your incentives should mirror that approach. These are critical.

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Incentives Incentive Salary Pharmaceuticals 184

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. Gross margin commission Gross margin commission is paid on the margin from selling specific goods and services.

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Commission Salary Margin Scale 52

Xactly

DECEMBER 5, 2018

Sales compensation is a balancing act. Many companies struggle to identify which compensation method is best. Many companies struggle to identify which compensation method is best. In this post, we’re tackling a bonus vs. commission compensation plan for sales reps. Bonuses: Bonuses are stated compensation amounts.

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Sales and Marketing Management

SEPTEMBER 17, 2017

The rule of thumb for calibrating incentives is to pay out between 3 and 10 percent of total compensation (commensurate with the period the incentive is active). If your company lives and dies on razor-thin margins and frowns upon long lunch breaks, then your incentives should mirror that approach. These are critical.

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Incentives Incentive Salary Pharmaceuticals 166

The Brooks Group

MARCH 27, 2014

At any rate, while not that frightening, this short story can provide good food for thought as you think through the structure of your sales compensation plan. The Scary Tale of a Broken Sales Compensation Plan. Their sales compensation plan was an unusually healthy base plus a small bonus based on profitability organization-wide.

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Compensation Salary Margin Incentives 40

SBI Growth

SEPTEMBER 3, 2018

How do you influence sales people when you don’t directly impact their compensation? This is an age-old struggle many firms have had with the indirect channel…. The key we have found is to understand two key factors important to indirect.

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Zoominfo

MAY 12, 2020

In fact, according to a study by LinkedIn, compensation isn’t even among the top four reasons why people quit a job. Could the opportunity benefit them with more recognition, greater challenges, a better work/life balance, potential travel, or more compensation? There’s a reason people change jobs—and it’s not always money.

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Sales and Marketing Management

SEPTEMBER 7, 2018

Here are a few incentive structures to consider for open budgets : Do This Get That – Rewarding reps on every increment of units, sales dollars or gross margin dollars they write up during the incentive period is a great way to increase sales.

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Incentives Incentive Sales Qualified Lead Territories 166

Pointclear

FEBRUARY 18, 2014

For this company ‘someplace else’ had been growth, but at low margins, with chaos in the sales ranks, and a poorly installed CRM system…all because of a marketing plan that wasn’t a plan. Sales were up (marginally), but profits were suffering, their salespeople were not happy, and were leaving the company in spite of growth.

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Margin Marketing Hiring Lead Rank 203

BuzzBoard

FEBRUARY 15, 2024

For instance, cost-based pricing involves setting prices according to the cost of production plus a desired profit margin. Its principal benefit is its simplicity – it ensures the business compensates adequately for all costs. The potential for higher profit margins. Its primary advantage?

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Small Business Small Business Strategy Lead Rank 52

SBI Growth

OCTOBER 11, 2012

Average Selling Price was not part of the target, so lots of easy, low-margin deals made up the quota. Compensation. Consider changing the sales compensation plan to penalize C player rankings. Tie small percentages of the overall compensation to achievement of IDPs and Competency improvements. Why risk new logos?

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Quota Compensation Commission Margin 257

Sales and Marketing Management

OCTOBER 31, 2017

Margins are thinner than ever, and each promotional dollar must generate directly attributable ROI. Utilize online training, quiz and survey tools … and compensate them for their attention. “Pay for Performance”: Each have a place, but sustainable results seem to line up in the Pay for Performance column.

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Incentives Incentive Strategy Penetration 195

Sales Gravy

NOVEMBER 18, 2011

A compensation plan that works. Each has its own business model, margins and mix of pro When it comes to how businesses pay their salespeople, there's no one-size-fits-all approach. That's especially true for Microsoft's diverse partner companies.

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Sales Evangelist

JULY 10, 2023

They are motivated to hit targets because the company’s performance is directly linked to their bonuses and compensation. The C-suite wants to lower SGNA margins, which can look like doing big deals in a shorter amount of time. Gross Margin. Executives compare their company’s revenue growth to that of their peers. Profitability.

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Xactly

APRIL 16, 2018

However, a smart sales compensation strategy overcomes the Principal-Agent Problem, and it drives the right sales behaviors, inspiring reps to adopt and express desired business objectives in all their customer interactions. Need help designing your compensation plan to drive results? Or, keep reading for more sales plan ideas.

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The Pipeline

MARCH 6, 2012

In these times of shrinking margins and diminishing returns, Mark’s insights will change the way you think about discounting, price, negotiating, and, above all, the all-important concept of value. Sales Compensation. TopLine Sales Compensation Solutions. All sales aren’t created equal. Proactive Triggers. Proactivity.

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