Tag: Sales Compensation Design

Our Blog

Read Our Latest Articles, Tips & News

Moving from Traditional Licenses to Subscriptions – Better Sales Compensation Practices

One of the most common questions we receive from software organizations today is how the sales compensation program can support the strategic evolution from traditional licenses to subscription-based (SaaS) models. Wall Street and company valuation methodologies all seem to reward…

Read more

Underperformers – Why Sales Compensation Rarely Offers the Best Solution

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%…

Read more

How to Consider Acceleration Rates

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…

Read more