Sales Credit ‘Stacking’: Overpaying or Necessary Evil?

Posted by Chad Albrecht on Fri, May 25, 2018

“Stacking” is a dirty word in sales comp. It generally refers to the number of people getting paid for a single deal. The sales credit “stacks up” such that three, five or even eight people are credited and paid on a single deal.


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Show Them the Money, but Why?

Posted by Richard Smith on Tue, Apr 10, 2018

Many are familiar with that key scene in the movie Jerry Maguire, in which football player Rod Tidwell shouts, “Show me the money!” In the movie, Tidwell’s agent, Jerry, attempts to convince Tidwell that he must be more flamboyant if he wants to make more money. Football is entertainment, not just a sport. Up until that iconic line, Tidwell disagrees and feels that he should be paid purely on his athletic performance and ability.   


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Show Them It’s Worth It: How to Measure Sales Compensation ROI

Posted by Jason Huhn on Fri, Jul 28, 2017

With companies spending up to 10% of their revenue or more on sales compensation, CEOs are bound to ask their sales compensation leaders to demonstrate a sufficient return on investment, and when it happens to you, you better have an answer. A boost in sales revenue compared to the dollars spent is the most common measurement of sales comp ROI, but should that be the only one?  


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