Sales Compensation Insight

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...

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

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

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

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

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

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

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

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

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

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

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

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

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

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...