Preparation is key to successfully rolling out new sales incentive plans. At launch, it’s essential that your sales force understands the plan, and that they spend their time selling the products and services you want them to be selling, not calculating their compensation.

Just as a builder’s tools require a skilled worker to craft a quality finished piece, your sales performance management solution requires expertise to deliver the ongoing performance you require.

Successful incentive compensation plans push the right buttons to achieve optimal results for sales organizations.  In their most basic form, you can consider incentive compensation plans to be a series of if/then statements.  If reps achieve targets, then incentives are paid out.  If reps fail to hit strategic sales goals, then...

As many sales organizations evaluate the year that was and look ahead to 2018, most, if not all, will be scrutinizing their current incentive compensation plan to improve performance and correct mistakes moving forward to the following year.  One aspect of this evaluation is to consider draw programs and their impact on...