© Copyright 2016 The Sales Management Association.

Sales Management Association Webcast

01 September 2016

Presented by

Research Update: Managing Sales Compensation

About The Sales Management Association

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A global, cross-industry professional association for sales operations and sales management.Focused in providing research, case studies, training, peer networking, and professional development to our membership.

Fostering a community of thought-leaders, service providers, academics, and practitioners.

Learn More: www.salesmanagement.org

Today’s Speakers

Slide 3© 2016 The Sales Management Association. All rights reserved.

© Copyright 2016 The Sales Management Association.

Sales Management Association Webcast

01 September 2016

Presented by

Research Update: Managing Sales Compensation

RESPONDENT DEMOGRAPHICS

Company Size and Role

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N= 78 firms

Salespeople At Target

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N= 78 firms

Questions and Discussion

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What is the “right” percentage of the salesforce that should achieve quota or target pay?

SALES COMP PROGRAM ATTRIBUTES

Rating the Firm’s Sales Comp Program

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N= 78 firms

How Many Get it Right?

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N= 78 firms

Questions and Discussion

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Seems like sales compensation programs are not retaining talent or generating ROI. Why might this be true?

COMMUNICATING THE PLAN

Too Late, Too Often

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N= 78 firms

Questions and Discussion

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How can firms communicate sales compensation plans and quotas earlier?

ESTIMATING PROGRAM VALUE

How Sales Comp Creates Value

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N= 78 firms

Questions and Discussion

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Performance management efforts seem to bog down around processes like quota setting and territory assignments. How are these issues best addressed?

WHAT GOES WRONG

Handling Disputes

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N= 78 firms

Changing Things Mid Stream

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N= 78 firms

Questions and Discussion

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Respondents are surprisingly poor at mid-year changes. Why are they so difficult and what can be done?

TECHNOLOGY

Apps on Apps On Apps

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N= 78 firms

F9, F9, F9, F9, F9, F9, F9…

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N= 78 firms

Technology’s Meager Dividend

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N= 78 firms

Questions and Discussion

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But I like Excel.

IMPROVEMENT PRIORITIES MAYBE WONT USE THESE

Program Attribute Importance

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Firm Effectiveness

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