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    Sales Consultants: It’s Time to Weigh in on Sales Comp Strategy

    February 1, 2016
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    Sample Sales Compensation Plans: Don’t Be a Copycat

    January 25, 2016

    More than 100 company leaders downloaded our sample sales compensation plan last year, and we’d like to think that’s a good sign. It means CXOs and VPs of sales are calling their current plans into question, and preparing to leverage the relationship between strategic incentives and strategic goals.

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    The 10 Best Sales Commission Blogs of 2015

    January 12, 2016
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    Most Sales Leaders Are Making One of These Mistakes

    December 18, 2015

    Heading into 2016, there’s no shortage of sales management advice. Today’s sales leaders can browse multiple lists of “top 50” sales blogs, follow the 100 leading sales influencers on Twitter, scout their streams for the most popular sales hashtags, or join one of 24 thousand sales executive groups convening on LinkedIn. As the flow of sales-related media surges, CSOs are bombarded with information on best practices (social selling), trends (gamification), and must-have tools (sales enablement software, sales engagement platforms) to help their teams get the job done.

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    Scrooge vs. Fezziwig: Two Types of “Nightmarish” Sales Comp Plans

    December 14, 2015

    “No, I can’t see my way to selling out to the new vested interests, Mr. Jorkin. I’ll have to be loyal to the old ways and die out with them if needs must."

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    An Outdated Sales Comp Plan: Bad for Businesses… and Careers

    December 1, 2015

    With just a few short weeks remaining in 2015, most sales VPs/CEOs are pressing teams to hit annual numbers. Some may even be borrowing advice from the experts on how to close the year strong. This is fine and good from a short game perspective, but what about next year?

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    How to Boost Revenue with a More Strategic Sales Compensation Plan

    November 23, 2015

    Earlier this month, I was honored to speak at a Business Fundamentals Bootcamp for CXOs in the Northeast area. The theme of the event was “Think Big, Go Big;” it brought together participants from the Massachusetts and New Hampshire business communities—particularly those offering tactical and operational expertise for growing businesses.  As I lent my insights alongside some very savvy marketing, finance, legal, and HR professionals, I was reminded how profoundly growth affects young companies.

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    6 Signs It’s Time to Reevaluate Your Sales Compensation Strategy

    November 13, 2015

    At most companies, annual performance reviews are a given. And yet the prompts that drive employee performance, particularly in the sales department, often go untouched and unexamined for year after year…

    I’m talking about sales compensation strategy. Have you reevaluated yours lately? Do you know if your sales team’s target total compensation, commission structure, quotas, etc. are still aligned with your company’s strategic goals? Were they ever?

    Here are six signs it’s time to reevaluate your sales compensation strategy:

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