Sales Compensation Insight

What is the turnover rate of sales reps in your company? Benchmark data by SiriusDecisions states that 89% of reps leave because of insufficient compensation. It takes time, effort, and strategic thinking to design, implement, and administer an effective sales compensation program. But it's worth the effort when you've got higher profits and less turnaround (reducing your operating cost).

No matter how complex the sales commission structure in the organization, it’s essential to develop a system that allows sales reps, executives, and the sales comp team administrators to access accurate data and motivate top performers.

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

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?

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. 

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.

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

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.

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.

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.

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

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

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!

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.

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.