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Is Your Compensation Plan Evolving with the Company?

SBI Growth

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.

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2023 Sales Comp Planning: A Conversation with The Alexander Group

The Spiff Blog

With a new year around the corner, it’s time to start thinking about your sales compensation plans for 2023. We came away with six key considerations to keep in mind while preparing your compensation plans and processes for 2023. Pivoting your focus mid-operating period rarely goes over well with the sales force.”.

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

Mereo

1) TRANSITIONING FROM A FOCUS ON THE DEAL TO REVENUE If your organization is in the midst of pivoting from a focus on closing the deal (transaction) to ongoing revenue for the full client lifecycle, your go-to-market organizational approach will need to pivot too. Do they align to a market program or a selling territory?

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Sales Operations Roles in Startups: The Model Team Structure

LeadFuze

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. You have to design and administer incentive plans, decide how the territory is divided up among your employees and plan for growth in order keep pushing performance over time. Strategy and planning.

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A sales leadership red flag – sales turnover matters

Sales Training Connection

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.

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The Criticality of SPM Technology

OpenSymmetry

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.

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Four Opportunities to Use Artificial Intelligence to Master Sales Success

Miller Heiman Group

Sales Performance and Planning Another area where AI can assist is in sales performance and sales planning tasks like forecasting, territory management and compensation planning. Again, implementing AI to improve these processes requires a strategic approach to data strategy, open communication and executive support.