Sales Incentive Optimization   The recent e-Reward conference in London (May 12 2016) had a number of important messages for the Compensation and Benefits community. The event was oversubscribed – 90 applied for 70 spaces. The event had 2 interweaving themes of...

How to Pay Commissions on Multiyear Deals with Handoffs   Here’s a question for sales ops and sales compensation practitioners: How do you handle long-term sales expansions, in terms of credit distribution? Here’s the scenario: a salesperson sells a small deal...

Sales Territory Optimization: Definition, Variables, and Solutions Sales territory optimization is one of the hardest - and most important - sales activities to get right. In today’s age, sales and sales operations leaders are equipped with real-time mission critical...

What does the future for incentive compensation design in retail hold? Employee motivation is a critical factor in retail. And let’s face it: money talks, but monetary rewards need to be used and managed wisely in this ever-challenging sector. Across the globe,...

What is Quota Setting? Quota setting can be described as one part numbers, one part experience, and one part intuition. So how do you concoct the most accurate methodology of setting sales quotas in an ever-changing market, industry, and sales organization? Three...

You asked, we answered: Should I pay reps on booking or cash? He took the money and ran. Closed a jaw-dropping deal, cashed in a fat commission, and got the heck out before it fell through. As a sales compensation consultant at OpenSymmetry, I have heard countless...

A Forthcoming Shift of Pharmaceutical Sales Compensation Plans? Sales in the pharmaceutical industry has been a rigid and consistent business. Tactics may have changed, but for the most part these sales teams still run on a commission or quota based metric determined...