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How to Use Compensation Draws Effectively
Salary alone in high "at risk" plans (e.g., 50/50, 60/40) may not be sufficient to retain talented salespeople. Sales comp experts Jerry Colletti and Mary S. Fiss set forth concepts and techniques to guide decision-making about the effective use of "draws" during both good and bad economic times.
» Read the Colletti-Fiss Short
Does Your Variable Compensation Plan Account for Revenue Lag?
Sales Benchmark Index’s Ryan Tognazzini speaks with Integrated Device Technology’s Mike Balow about designing sales compensation plans that account for revenue lag— the time span between a signed order and revenue recognition that is common in many technology industries.
» Read the SBI post
Webinar: Right Compensation Plan + Wrong Sales Talent = Declining Revenue Results
The Chally Group’s Scott Hudson will discuss the processes, tools, and best practices for auditing the skills of your sales organization and matching and developing your team to meet your overall strategies.
» Register for the free February 27th HR.com session
» Register for the free March 7th WorldatWork session
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Coaching Your Team: Developing Sales Management and Strategic Sellers
Despite its importance, coaching is under-practiced in many sales organizations. This report from The Sales Leadership Forum explores the topic of coaching and development through sessions conducted with sales leaders and a panel of experts, as well as research conducted by The Sales Leadership Forum and SalesGlobe.
» Download the SLF report
Coaches: Your Reps Are Not as Hard-Headed as You Think
There are two very distinct types of sales coaching: deal-level and skill-level. Both are important, yet survey data from The Sales Executive Council consistently shows that one is being over-prioritized at the expense of the other.
» Read the SEC post
Sales Coaching ― Who to and Not to Coach
Sales Horizons’ Dr. Richard Ruff moves the conversation from what sales managers should coach on to which ones should be coached.
» Read the Sales Training Connection post
Webinar: Effective Coaching for Sales
Bersin & Associates presents best practices for driving high levels of impact from your coaching efforts.
» Register for the free February 9th session |
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Sales Compensation Practices Survey ** closing January 31st **
This Culpepper survey focuses on sales compensation design and policies in the U.S. and Canada. Topics covered include pay mix, leverage, quotas, sales targets, performance measures, draws, salary supplements, sales crediting, performance thresholds, commissions, performance bonus structures, link designs, maximum incentive caps, payout limiters, special performance incentives, sales recognition programs, non-cash awards, and automobile plans. Executives and sales compensation professionals within sales, HR, and finance departments are invited to submit data on behalf of their organizations.
» Participate now
Sales Performance Optimization Study ** closing January 31st **
CSO Insights' yearly study assesses how companies can increase the effectiveness of the professionals who manage their sales teams. Participate now to get the full 200+ page analysis in February plus immediate access to CSO Insights' latest Sales Management 2.0 e-book.
» Participate now
Sales Mobility Benchmark Survey ** now open **
For the purposes of this Aberdeen Group study, “sales mobility” refers to organizational support of sales and/or account management professionals whose work includes any component of out-of-office activity, including home, travel, at customer sites, etc. The resulting report, available in Q2 and complimentary to participants, will benchmark organizational adoption of mobile sales enablement best practices and technologies that impact sales force productivity.
» Participate now
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| About Synygy |
| Synygy Inc. is the largest and most experienced provider of sales compensation management (SCM) software and services. Synygy also provides a set of related sales performance management (SPM) solutions, including sales data management, sales reporting and analytics, sales workflow process management, quotas and objectives management, and territory and channel management. Based in Chester, Pennsylvania, with extensive operations in Europe and Asia, Synygy has achieved 21 continuous years of success. www.synygy.com |
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