Sales Compensation Strategy & Advice

Incentive compensation is often the second highest variable expense after salaries and it impacts nearly 40% of all employees in a typical small- to medium-sized business.  So it's imperative that your sales compensation plan be designed, administered and communicated effectively.  This resource section provide you with advice and recommendations that Cornerstone Software has compiled from some of the more commonly asked questions our strategic sales compensation experts regularly receive.

10 Tips to Great Sales Compensation

Sales compensation is one of the greatest levers you have to drive strategy.  Here are 10 tips that will help motivate your sales team to deliver the results you expect.

Eight Keys to Successfully Hiring your First Sales Rep

For a small business, hiring your first sales rep is a big decision that requires both good planning and good timing. Here are eight keys to successfully hiring, engaging, and motivating your first sales rep.

Base to Incentive Compensation Mix Matrix

How to determine the right mix of base to incentive pay for your sales commission structure is a critical decision every company has to make.  Here are a few things you should consider when making that decision.

Glossary of Commission Agreement Terms

This glossary will help you better understand sales compensation terms and definitions. With Makana Motivator^®, it's easy to apply these terms consistently across all commission agreements to eliminate confusion and ensure that everyone on the team is working toward the same goal. You can even define your own!

These are commonly used compensation terms. There is no absolute set of terms or industry standards so it is not uncommon to see alternative terms with a similar meaning. You should have your legal representative review the terms before using them in your agreements.

Request a sample sales rep plan created with Makana Motivator to see how these terms can be used.