Quota Plans are Plentiful but Good Quota Setting Processes are Not Quota based plans are very prevalent today and with good reason. Quotas allow for customizable plans taking into account the unique qualities and potential of each territory. They promote…
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In a typical sales organization, sales reps can be categorized as A players (stars), B players (good/decent), and C players (poor). We often find a normal talent distribution with 20% in group A, 60% in the group B, and 20%…
In our work as sales compensation consultants, we often are asked about sales compensation best practices. We prefer to call them “better practices” as what is “best” in one environment and for addressing one company’s particular needs may not always…
In our consulting engagements, assessing and designing plans with the right acceleration rates to reward those who beat quotas is always an essential and hotly debated topic. Upside is often the fire that drives superior performance, and the best salespeople…
As you’re getting ready to roll out next year’s sales compensation plans, here’s a quick “Top 10” list of things to focus on. Remember, plan communication can make or break your new sales incentive plan! Think like your salespeople and…
Threshold usage varies by role, sales strategy, and how results occur. As noted, for high run-rate account management roles, thresholds can make sense as a large portion of revenue can often flow with little real effort. Using a dollar one…