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Salespeople are a company's ambassadors to the world. They actively promote the company and its products and services. They are the front line between the company and its customers, and are typically the driving force of revenues - top-line company growth. These employees have a direct impact on how the marketplace perceives their employer and its products.The way salespeople conduct themselves is often a reflection of the company's sales compensation program; and how well the company does is often a reflection of the effectiveness of its commission program. A well designed sales compensation ... view article details

Determine If Your Career Goals Align With the Job Before Accepting Dig Deeper Sarah was offered a new sales job with a reputable company. She’s been searching for six months for a new position, and quickly snatches up the opportunity after reviewing the basic salary and benefits information. But within a few months of accepting the position, she realizes the job isn’t a good fit for her. She doesn’t work well under the management style, doesn’t feel like her work is recognized, and wants a position where she is motivated and encouraged to bring innovative ideas to the team. Don’t let the e... view article details

Q: I was hired by a software company at an entry-level sales position. I have a four-year degree and sales experience.I was brought on board at a salary of $27,000 per year, plus a monthly bonus. After my first week on the job, I was moved from an inside sales position to a regional sales manager position with no increase in pay.I've been in this position for three months, and I have had to learn everything on the fly. I've maintained my territory with flying colors, and have increased sales from last year's numbers. Coworkers have told me the man I replaced was making $73,000, with no four-ye... view article details

With the Labor Department reporting that the number of people receiving unemployment benefits is the highest it has been in seven years, is there such a thing as a “recession-proof” job? Probably not, but there are some careers that may survive the current economic crisis better than others. The key is to focus on work that continues even when most people do not have extra discretionary money to spend. So what are some in-demand jobs in a slow economy?Accountant Now more than ever, companies are paying attention to the bottom line. They need good “bean counters”, whether they are fres... view article details

Q: I have been an estimator for a plumbing and mechanical company for two years. I am also a project manager. I have produced about $747,000 in sales this year and am managing about $1 million in construction projects. My salary is $32,800 per year. Should I be outraged?A: Maybe a little outraged.Let's assume that when you were hired, you were not expected to bring in sales. But perhaps your job has changed a great deal since then. I recommend that you ask your supervisor to review your current job responsibilities.Bringing in $747,000 is a significant amount of revenue. Typically, people resp... view article details

Technology is changing how companies manage their sales teams. Sales Performance Management (SPM) is about aligning sales strategies and rewards with business goals to make more profit. With new technology, SPM has become more automated and data-focused, which helps sales teams make better decisions and perform better. This article looks at how technology is changing SPM and how using data for compensation  helps sales teams reach their targets. A New Era in Compensation Begins Sales compensation is important in Sales Performance Management (SPM), and it is a big part of how automation changes... view blog & white papers details

Having compelling compensation plans can help boost your team's performance and motivation. The compensation plan varies depending on the job role's operations, responsibilities, and contributions to the company's sales. For most jobs, you will want to include fixed pay, like a base salary, along with additional bonuses or incentives. But for one particular job -sales managers-they spend less time working on sales and more on other tasks. That said, the way you pay them needs to fit their job, considering their roles and responsibilities.  Determining how to pay sales managers can be a bit tri... view blog & white papers details

After building a stellar sales team, the next critical step is motivating them to sell. As any sales leader knows, effective sales compensation plans are the key. The right plan rewards sales agents to exceed their targets, boosting the company's bottom line. Using the wrong plan will let everyone wonder why deals are slipping through the cracks and revenue is down. Crafting perfect sales compensation plans is an art form. Sales leaders must find the right balance of salary, commissions, bonuses, and perks to keep their sales team engaged. Should the company pay higher commissions or offer big... view blog & white papers details

Sales compensation programs  motivates and drives sales teams toward exceptional performance. Known as "comp plan sales," it is carefully crafted to reward achievements and stimulate the right sales behaviors. Over time, several myths have taken root, potentially misleading businesses in their pursuit of effective sales compensation strategies. This article debunks five common myths, shedding light on the truth behind sales compensation programs. What is a Comp Plan Sales? Comp plan sales refers to the structure and strategy a company employs to reward its sales representatives and distributo... view blog & white papers details

Sales agents are not the only ones who can benefit from commission plans. Various companies have found success in implementing commission structures. With the right approach, commission plans for sales can be a win-win. It drives business results and boosts employee satisfaction. Let's delve further into the topic of commission plans for sales in this article. What Are Commission Plans for Sales? Commission plans for sales are pay structures designed to reward sales agents based on their performance and the total sales they generate. The basic idea is simple: the more an employee contributes ... view blog & white papers details