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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.

Increasing Sales Commission Transparency

Posted by David Marshall on Mar 31, 2021 11:20:12 PM

Sales commissions can get notoriously challenging, especially for larger sales teams. Along the journey to effectively manage your sales comp, you'll have to deal with

Increasing Sales Commission Transparency

Topics: Sales Commission

Managing Incentives and Bonuses

Posted by David Marshall on Mar 31, 2021 9:35:03 PM

Did you know that Performio is more than just sales commissions? We can also help you take back control of your enterprise-wide program of incentives, SPIF's, bonuses, and even customer rebates?

Managing Incentives and Bonuses

Topics: Sales Commission

Sales OKRs for Sales Directors

Posted by David Marshall on Mar 24, 2021 10:28:20 PM

To optimize your organization's sales performance management, we recommend that sales directors have Objectives and Key Results (OKRs) in their sales incentive plan so they can coach the behavior and reward the results that make their business successful. 

Sales OKRs for Sales Directors

Topics: Sales Performance Management

Maximizing ROI for Sales Incentive Compensation

Posted by Bryan Philips on Mar 10, 2021 3:51:55 PM

It has never been more important to find the right incentive compensation management solution for your organization. The events of 2020 placed incredible pressure on traditional sales models. In a matter of months, enterprises adopted new products, services, sales channels, and unleashed a wave of digital transformation to meet rapidly shifting business and consumer behavior.

Maximizing ROI for Sales Incentive Compensation

Topics: ICM Buyer's Guide

Remote Selling

Posted by Aimee Caton on Mar 3, 2021 10:03:40 AM

In this post, we’re going to explore some of the best practices around selling remotely.

Remote Selling

Topics: Sales Performance Management

On-Target Earnings (OTE) Model

Posted by David Marshall on Feb 23, 2021 7:39:43 PM

We get asked about OTE all the time. It doesn’t matter if you call it on-target earnings, on-track earnings, or even on-target incentive, OTE is the expected total pay from a job that combines your base salary and the expected amount you’ll earn from your commission.

On-Target Earnings (OTE) Model

Topics: Sales Commission

What's A Sales Quota?

Posted by Bryan Philips on Feb 23, 2021 7:28:46 PM

At their most basic, a sales quota is a target that your sales team must meet in a specific period of time. They’re set by sales management as a way to encourage the team to meet sales targets, which are often tied to the overarching business goals your company has for any given year.

What's A Sales Quota?

Topics: Sales Performance Management

Pandemics and The Power of Sales Data

Posted by David Marshall on Feb 23, 2021 7:21:44 PM

Statistics are an effective way for a sales teams or sales rep to increase a company's conversion rate, streamline its marketing campaign, and fuel the success of data-driven sales. Sales data is a form of sales enablement.

Pandemics and The Power of Sales Data

Topics: Sales Performance Management

ICM Buyer's Guide

Posted by David Marshall on Feb 17, 2021 3:17:39 AM

A Spotlight on the Lessons Learned by Performio’s Founder, David Marshall

ICM Buyer's Guide

Topics: ICM Buyer's Guide

Stop Running Incentive Calculations in Excel

Posted by Bryan Philips on Feb 9, 2021 11:18:37 PM

So, while it may be tempting to leverage Excel for sales performance management, here are some reasons you might want to think twice.

Stop Running Incentive Calculations in Excel

Topics: Sales Performance Management

Leading vs Lagging Indicators Explained

Posted by David Marshall on Jan 31, 2021 2:39:55 PM

Believe it or not, a lot of business managers find that their sales commission incentives create a behavior that’s not in line with what they are looking for. I’m often asked for ideas on how to closely align incentives with the desired behaviors of sales reps in order to improve performance. I get it. It’s not easy to create an effective sales incentive plan!

Leading vs Lagging Indicators Explained

Topics: Sales Commission

ASC 606 Long Term Contracts

Posted by Bryan Philips on Jan 10, 2021 6:54:51 PM

This article will review the five steps of ASC 606 adoption, looking at how each can be impacted by entering into a long-term contract.

ASC 606 Long Term Contracts

Topics: ASC 606

7 Steps to Develop an Effective Sales Compensation Plan

Posted by Bryan Philips on Dec 15, 2020 8:22:08 PM

You've probably all heard the saying, "People don't quit jobs, they quit bosses." But new research contradicts that well-known fact: sometimes, people aren't quitting a boss, they're indeed quitting a job.

7 Steps to Develop an Effective Sales Compensation Plan

Topics: Sales Commission

How to Set Expectations for Your Sales Team

Posted by Bryan Philips on Dec 15, 2020 8:21:55 PM

Sales quotas play an essential role in sales forecasting, monitoring sales rep activities, and set expectations that motivate sales reps to reach a predetermined level of activity.

How to Set Expectations for Your Sales Team

Topics: Sales Performance Management

Switching Variable Compensation Software

Posted by Bryan Philips on Dec 15, 2020 8:21:39 PM

If you don't mind the time and trouble it takes to correct commission errors that inevitably occur when manually calculating monthly compensation, then you may never have to adopt an automated process.

Switching Variable Compensation Software

Topics: Incentive Compensation Management

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