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Tag Archives: ICM
Software sales compensation models have evolved with new licensing models. The mega-deals based on multiple years of customer’s projected need and licensed perpetually are now rare. More common today is the subscription license and with it a requirement to recognize … Continue reading
Sales Operations teams typically produce and analyze dozens of metrics and KPIs related to the productivity of the sales team or qualitative measures regarding other aspects of Sales. Rarely is qualitative and quantitative analysis focused on measuring Sales Operations. We never take a selfie … Continue reading
During a recent consulting engagement I found myself once again re-inventing a formula in Excel for modeling commission calculations to estimate the cost of the plan at various points above and below 100% attainment. This task is complicated by the infinite variations … Continue reading
One approach to improving the focus of your sales comp plan is to carefully manage the number of components your commission plan includes. Since fewer commission plan components result in a more focused plan, how do you reduce them while maintaining alignment … Continue reading
This is my second post on the topic of sales incentive compensation. I need to outline these basic elements of a commission plan to set the ground work for future discussions so please bear with me. Like a three legged … Continue reading