Category Archives: Sales Compensation Insights

From time to time you will be in a salary negotiation with a sales candidate when they pull out a salary survey as evidence they are worth the compensation they are asking for. So how much weight do you place on salary surveys? The answer depends on a few factors: Was the survey conducted in

The hunter vs. farmer categorization for sales roles is a crude way to segment the sales function, but it is often a useful distinction, particularly when it comes to comp plan strategy. While new business development roles and existing account management roles both share the goal of generating sales, the roles are fundamentally different and

Thought provoking video from Dan Pink on the relationship between incentives and behaviors with a couple of interesting observations that potentially relate to sales comp. According to Pink, studies show that for non-mechanical tasks that are complex and require conceptual and creative thinking, a basic amount of compensation must be paid or the person will

If you are a sales manager who has pushed your team to peak performance over the last few years at your company, you have accomplished an impressive feat, given these economic conditions. You might think you deserve a raise for your performance and you likely do, but since so many good people are still out

The software as a service (SaaS) model continues to be popular in the tech sector, but many of the companies that adopt this model struggle to get their sales function working properly.  On the surface, the differences between the traditional software model and SaaS appear to be small, so why does is it so hard