To Avoid Annual Sales Planning Headaches, Start Planning Now

Posted by Kevin Josephson on Thu, Feb 22, 2018

At a recent conference, I saw a T-shirt that read, “I Survived Quota Setting 2017.” It’s a statement that most sales operations leaders can relate to, having just completed the exhausting annual sales planning process. This exercise can be daunting, as there are many different teams often concurrently making decisions on sales compensation plans, territories, quotas and targets that all affect each other. Coordinating the impact of all of these decisions often prevents sales leaders from thinking holistically about the decisions that they’re making. They know they can do better, but sometimes they’re too bogged down by day-to-day operations to focus on planning strategically.


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Is Your Comp Plan Experiencing ‘Role-Creep’?

Posted by Chad Albrecht on Mon, Apr 11, 2016

I’ve started to get more and more questions about whether roles that are on the “fringe” of selling should be on a sales incentive plan. This could include roles like sales assistants, sales operations roles and even marketing roles. This is almost surely due to the strong economy and salespeople receiving payouts well above what they were a few years ago. Those who see it firsthand but don’t actually participate in the sales incentive plan want a piece of the action, too.


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