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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.

Creating an Effective Sales Compensation Program

Posted by Bryan Philips on Jun 1, 2021 9:46:48 AM

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).

Creating an Effective Sales Compensation Program

Topics: Sales Commission

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

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

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

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

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:

OTE in Sales Compensation

Topics: Sales Commission

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.

Pay Mix Strategy: Why is it important?

Topics: Sales Commission

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

Sales Commission Glossary

Posted by Bryan Philips on Jun 11, 2020 4:28:43 AM

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 the 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.

Sales Commission Glossary

Topics: Sales Commission

Implications of COVID-19 on Sales Compensation Plans

Posted by Grayson Morris on Apr 1, 2020 1:00:00 PM

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. 

Implications of COVID-19 on Sales Compensation Plans

Topics: Sales Commission

4 Best Times to Pay Sales Compensation

Posted by Bryan Philips on Nov 19, 2019 7:54:00 PM

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.

4 Best Times to Pay Sales Compensation

Topics: Sales Commission

How to Link Sales Compensation with Actions

Posted by Bryan Philips on Oct 29, 2019 9:24:21 PM

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.

How to Link Sales Compensation with Actions

Topics: Sales Commission

How to Identify Your Company Objectives

Posted by Bryan Philips on Oct 29, 2019 9:03:00 PM

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?

How to Identify Your Company Objectives

Topics: Sales Commission

What Sales Compensation Plan is Right for Your Company?

Posted by Bryan Philips on Oct 24, 2019 9:59:31 PM

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

What Sales Compensation Plan is Right for Your Company?

Topics: Sales Commission

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