SBI Growth

OCTOBER 5, 2012

One of the core strengths of any small business is its ability to adapt and pivot with the market. Despite this luxury, the small company sales compensation plan is usually left on the backburner. To drive the right behavior and hit your targets, your sales compensation must evolve at the same pace as your company.

Compensation 257

Compensation Company Hiring Salary 257

Mereo

NOVEMBER 15, 2023

A leading global financial technology (FinTech) client recently reached out with a big request: They wanted to completely overhaul their go-to-market organizational structure, roles and relationships. There are a number of factors that should tip off sales and go-to-market leaders to rethink their organizational approach.

Lead Rank 41

Lead Rank Marketing Commission Retention 41

The Spiff Blog

SEPTEMBER 22, 2022

With a new year around the corner, it’s time to start thinking about your sales compensation plans for 2023. A volatile market and economic downturn make it tough to effectively plan— tough, but not impossible. We came away with six key considerations to keep in mind while preparing your compensation plans and processes for 2023.

Groups 67

Groups Conversion Commission Lead Rank 67

The Spiff Blog

JUNE 9, 2022

Uncertainty in the market requires organizations to be agile and prepared to pivot and adapt quickly. That all depends on the root of the problem— 89% of sales turnover is caused by issues with compensation, but poor leadership, lackluster training, and product concerns can also drive your reps out the door ( source ).

Hiring 75

Hiring Commission Compensation Incentives 75

LeadFuze

NOVEMBER 30, 2021

Some CEOs and VPs of sales believe that the CRM admin and Excel pivot table wizard is all there is to a successful head of sales. Marketing content can be used to train employees, or provide them with the information they need. This means making time and budgeting funds for a good team, especially in terms of compensation.

Sales Operations 52

Sales Operations Lead Rank Hiring Forecasting 52

Sales Training Connection

APRIL 11, 2014

The issues can vary from travel policies and territory designs to compensation structures and bonuses. The cost associated with replacing one sales rep – particularly top performers – is 35% to 200% of annual total cash compensation.” Sales Team Turnover. An issue that is receiving increased attention is the cost of turnover.

Sales Leadership 110

Sales Leadership Compensation Report Pivotal 110

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. The answer is simple.

Territories 40

Territories Vendor Incentives Incentive 40