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Recent Posts
- Deriving Historic Pipeline Data Without Snapshots: A Novel Approach
- Modeling Commission Calculations in Excel
- Ever Wonder Why the Capitalization of Your Acronyms is Wrong in Your Database? (and how to fix them… )
- Confused About Funnel Conversion Rates?
- New and Improved Capacity Planning Model
- Size Matters for the Top Sales Leader’s Comp
Recent Comments
- Bob Bacon on Modeling Commission Calculations in Excel
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- Aaron L Fung on Modeling Commission Calculations in Excel
- Bob Bacon on Modeling Commission Calculations in Excel
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Archives
Tag Archives: Commissions
Modeling Commission Calculations in Excel
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
Size Matters for the Top Sales Leader’s Comp
CEOs, CFOs and CROs are usually very involved in determining the on-target earnings (OTE) for the Sales leader role and they understand that the size of the Sales team matters. In addition to size OTE is driven by competition for … Continue reading
Posted in Sales Comp, Sales Ops
Tagged ACR, BCR, Commissions, Incentive Compensation, sales compensation, Variable Compensation
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How to Convert Your Regional Targets into Better Rep Quotas
Let’s assume for a minute that your Board of Directors and executive leadership have agreed on a strategy for the coming year. This strategy usually includes specific strategic goals (e.g. revenue targets). Let’s further assume that your Finance organization has … Continue reading
Posted in Sales Comp, Sales Ops
Tagged Capacity Plan, Capacity Planning, Commissions, Quotas, sales compensation, Variable Compensation
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Measuring Sales Operations – A Selfie
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
Posted in Sales Comp, Sales Ops
Tagged Commissions, ICM, Incentive Compensation, sales compensation, sales operations, sales ops, SPM, Variable Compensation
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Three Ways to Better Focus Your Sales Comp Plan
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
Posted in Sales Comp, Sales Ops
Tagged Bob Bacon, commission components, Commissions, ICM, Incentive Compensation, sales compensation, SPM, Variable Compensation
1 Comment
You’re hired! A check list of things to consider next…
Walking into any new job, let alone a sales management job, can be overwhelming unless you have a plan. There are a number 90 day plan for new manager templates available but these are by necessity generic in nature. For those … Continue reading
Sales Incentives: the Puzzle of Motivation
This 9 minute video by Dan Pink, author of DRiVE, is a humorous and enlightening white board presentation on how the same incentives can be either effective or ineffective depending on the circumstances. I know a number of sales managers … Continue reading
Elements of a Commission Plan – Plan Components
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
Software Sales Compensation Design
At least once every year we all need to create/review our incentive compensation strategy. It’s all too easy to assume last year’s plan will work again in the coming year and, even if it did work, there is evidence that some … Continue reading
