Sales Compensation Insight

This glossary draws on our 15-year experience working with customers to calculate over $2 billion in commission, as well as outside resources we have relied on along they way. We have tried to give credit to those sources where appropriate. If you think we're wrong on a definition, or if we have missed giving credit to the originator of a definition, please contact us and we will correct the record. Enjoy this glossary - we hope you find it helpful.

A brief overview of incentive compensation management and our thoughts on how managers should roll it out to their sales teams.

Like you, we are still coming to grips with what the new reality looks like. But it is clear this pandemic is going to have a significant impact on 2020 revenue plans for most businesses. While some companies will see an uptick in sales, most organizations will miss their 2020 targets. This means the sales commission plans you worked so hard on may no longer make sense and will need revisiting. 

CNBC estimates that there are more than 15 million people in the sales industry in the United States—five percent of the population.

After you have your company goals, definable actions, and an essential pay mix set up, it's time to determine when you will provide sales compensation to your reps.

The point of sales compensation is to reinforce behavior that supports and propels your company in the direction you want -- and strategic compensation planning is how you accomplish these goals.

You probably hear the word "Objectives" all the time at work, on TV, or from your friends – but what exactly does it mean? How can we transform something so abstract into something more concrete? What does this have to do with sales commissions?

Companies that rely on salespeople have long had to balance the need for motivational and fair sales compensation with the bottom line.

If Performio is on your shortlist, you're in good company. Several organizations are turning to Performio sales performance management to automate their sales commission calculations and reporting.

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

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 performance management is a crucial part of your business, so you need to take care that your management is fostering the right environment for them to succeed.

As a sales manager, it’s your job to get the best performance out of each member of your sales team.

Hewlett-Packard found themselves in hot water with their salespeople when their sales commission software wasn't able to keep up with the demands of their business. 

These questions that are essential to ask Sales Commission vendors can be broken down into two major categories: product fit and implementation and service.