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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.

David Marshall

David Marshall
David Marshall is Performio's Founder
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Recent Posts

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

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

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

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

Six Amazing Women Who Are Rocking It in Sales

Posted by David Marshall on Oct 25, 2020 7:45:48 PM

While it’s true the sales field was inhabited largely by men for much of history, it’s about time we put to rest the males-and-sales stereotype. For instance, did you know that women on average have an 11 percent higher rate than men at closing sales deals?

Six Amazing Women Who Are Rocking It in Sales

Topics: Sales Performance Management

How To Improve The Sales Compensation Process

Posted by David Marshall on Oct 19, 2020 10:25:35 PM

According to the 2012 Sales Performance and Technology Survey, less than half of the companies surveyed reported 95% accuracy (or better) in their commission payments. 

How To Improve The Sales Compensation Process

Topics: Incentive Compensation Management

Are Salespeople Overpaid?

Posted by David Marshall on Sep 23, 2020 5:48:24 PM

If you have worked in sales performance management for more than 10 minutes, you will be familiar with this question. Why do salespeople make more money?

Are Salespeople Overpaid?

Topics: Sales Performance Management

ASC 606 Commissions Explained

Posted by David Marshall on Sep 15, 2020 4:46:27 AM

ASC 606 has changed commission accounting. One of the biggest changes is how amortization estimates work. Based on the new principles that must be followed we put this guide together.

ASC 606 Commissions Explained

Topics: ASC 606

Customer Success Compensation Plans

Posted by David Marshall on Sep 14, 2020 6:18:15 PM

Loyal, long-term customers are usually more valuable and more profitable than new customers that may churn frequently. Yet, we pay much higher rates of sales commission for new business than we do for renewals. Why is that so?

Customer Success Compensation Plans

Topics: Sales Commission

The Secret to Selling B2B

Posted by David Marshall on Jun 19, 2020 2:48:01 AM

In my time selling Sales Performance Management software, 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 disappointments.

The Secret to Selling B2B

Topics: Sales Performance Management

What kind of ROI Can You Expect from SPM?

Posted by David Marshall on Oct 22, 2019 10:30:20 PM

Companies are automating their sales commission calculations for several reasons. Foremost among them is that manual calculations produce too many errors.

What kind of ROI Can You Expect from SPM?

Topics: Incentive Compensation Management

Sales Data Analysis Can Increase Revenue

Posted by David Marshall on Aug 18, 2019 11:17:53 PM

As modern as the terms "big data" or "data scientist" may appear, they're actually nothing new. Obvious exceptions being made for the massive scale of current sales performance management solutions, merchants have been collecting and using data to drive business for thousands of years.

Sales Data Analysis Can Increase Revenue

Topics: Sales Performance Management

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