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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.

ASC 606 Customer Payments & Incentives

Posted by Bryan Philips on Nov 11, 2020 5:18:03 PM

Step 3 in the new ASC 606 Implementation guidance is to “Determine the transaction price.” While this may be simple for many companies, it is difficult for others, especially when their contracts contain elements that could change depending on other interactions between your company and your customer.

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Topics: ASC 606

Revenue Recognition Tax Implications

Posted by Bryan Philips on Oct 29, 2020 2:34:24 PM

Let’s look at a quick review of revenue recognition under ASC 606 then learn more about specific tax implications.

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Topics: ASC 606

Build a Remote Sales Team

Posted by Bryan Philips on Oct 26, 2020 4:49:02 PM

Putting together a good remote sales team might seem like a challenge, but it is certainly manageable if you follow the steps below. Once you’ve established a process for hiring and managing your team, you'll find the benefits of having a good remote sales team makes the upfront investment well worth it.

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Topics: Sales Performance Management

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?

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Topics: Sales Performance Management

OTE in Sales Compensation

Posted by Bryan Philips on Oct 19, 2020 10:26:01 PM

OTE is defined as the sum of a sales rep’s base salary and her On-Target Commission (OTC). OTC is simply the sales commission a rep earns if she achieves her sales goals. OTE tells sales employees how much total compensation they can expect to earn in their job. There are three important things to consider when using this incentive compensation structure:

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Topics: Sales Commission

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. 

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Topics: Incentive Compensation Management

Selecting Revenue Recognition Methods

Posted by Bryan Philips on Oct 6, 2020 4:25:53 PM

The new ASC 606 regulations introduced the concept of “performance obligations” within contracts that you need to identify and use as the triggers for recognizing your revenue.

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Topics: ASC 606

Pay Mix Strategy: Why is it important?

Posted by Bryan Philips on Sep 30, 2020 11:28:44 PM

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

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Topics: Sales Commission

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?

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Topics: Sales Performance Management

ASC 606 Commissions Expense 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.

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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?

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Topics: Sales Commission

ASC 606 Implementation In 5 Steps

Posted by Bryan Philips on Sep 2, 2020 8:19:00 PM

Below you’ll find a quick summary and outline. Then you'll find step-by-step instructions to help you learn how to implement the new ASC 606 accounting guidelines.

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Topics: ASC 606

A Summary: What is ASC 606

Posted by Bryan Philips on Aug 12, 2020 12:00:00 AM

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

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Topics: ASC 606

Sales Performance Management

Posted by Bryan Philips on Jul 12, 2020 11:35:09 PM

Clearly, compensation matters to sales reps. And in sales, compensation is tightly linked to performance. So, anything you can do to keep your reps motivated and help them hit their quotas will make them more money, be more productive, and encourage them to stick around.

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Topics: Sales Performance Management

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.

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Topics: Sales Performance Management

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