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Sales Compensation Insight

Performio's blog is here to help you stay up to date with sales commissions. We've put together resources to help you find new insights and help your organization manage commissions. 

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Blog posts

OTE in Sales Compensation

OTE is defined as the sum of a sales rep’s base salary and her on-target commission (OTC). OTC is simply the commission a...

How To Improve The Sales Compensation Process

According to the 2012 Sales Performance and Technology Survey, less than half of the companies surveyed reported 95%...

Selecting Revenue Recognition Methods

The new regulations introduced the concept of “performance obligations” within contracts that you need to identify and use...

Sales OKRs for Sales Directors

Sales Directors need Objectives and Key Results (OKRs) in their sales incentive plan so they can coach the behavior and...

Pay Mix: What is it, and why is it important?

As you get closer and closer to nailing down a concrete sales commission plan, there are a few technical details you'll...

Leading vs Lagging Indicators

I am frequently asked for ideas on how to more closely align incentives and rewards to the desired behaviors when...

Are Salespeople Overpaid?

Do these types of complaints sound familiar? An analyst who worked on the bid team. He worked the late nights and believes...

On-Target Earnings (OTE) Model

We get asked about OTE all the time. It doesn’t matter if you call it on-target earnings, on-track earnings, or even...

ASC 606 Commissions Expense Explained

Here, we’ll look at precisely how amortization estimates work based on the new principles that must be followed.

Customer Success Compensation Plans

Loyal, long-term customers are usually more valuable and more profitable than new customers that may churn frequently....

ASC 606 Implementation In 5 Steps

Below you’ll find a quick summary and outline. Then you'll find step-by-step instructions to help you learn how to...

A Summary: What is ASC 606

ASC 606, the new revenue recognition standard, requires an explanation in order to fully understand. If that’s what you...

Sales Performance Management

Clearly compensation matters to sales reps. And in sales, compensation is tightly linked to performance. So anything you...

Pandemics and The Power of Sales Data

One of the interesting learnings from the pandemic is the way data can powerfully influence behavioral change. To be sure,...

The Secret to Selling B2B

I have experienced a lot of highs and a lot of wins. I have also taken my share of hard hits and endured some searing...