Each week, we will highlight one of BSC’s Top Ten Tips from our acclaimed Design Guide to Success. To download the full guide, click on to the Articles page. 2. Schedule the Long-term and Interim Deadlines Compensation assessment and design…
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Each week, we will highlight one of BSC’s Top Ten Tips from our acclaimed Design Guide to Success. To download the full guide, click on to the Articles page. Creating the most appropriate sales compensation program often requires a significant effort,…
Modeling – Once the foundational components and structure are decided, the next step is to conduct some financial modeling to confirm economic feasibility of the plan. Entire chapters and articles have been devoted to this subject. Bottom line, modeling is…
The “Sausage Making” stage requires creativity coupled with discipline. The Design Team needs to discuss and evaluate different options against various criteria, yet not get led off track by particularly vocal members or endless discussion meetings. Key tips to consider…
Last time we talked about securing exec sponsorship, creating the right design team, and inclusiveness. On to communication and educating the team members! • Communication – A whole separate article could be written about the communication aspect of sales incentive…
To see my preview to this blog series please visit: http://bettersalescomp.com/sales-compensation/practical-sales-compensation-upcoming-series/ So, now… Getting Started: The initial flurry of activity should be about building a foundation for a successful effort. Some of the key elements to focus on include: Securing…
Anyone who has been through a significant sales compensation design project can attest to how much effort it takes to do it well. It’s not just about following leading practices in design, like having three performance measures or less, or…
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…