Everything as a Service...
How Should We Compensate Our People?
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Whether it’s called Software-as-a-Service, Digital-as-a-Service or Everything-as-a-Service, shifting to paying for recurring revenue streams continues to be one of the biggest challenges in sales compensation. In industries from technology to manufacturing, companies are introducing offers that convert former one-time purchases to recurring subscriptions that make revenue streams more predictable but can wreak havoc on sales compensation plans and the big payouts reps are accustomed to in a non-SaaS environment.
What You Will Learn:
- Learn big ideas that work and can be used to design an incentive compensation plan that includes recurring revenue
- Examine mistakes made, how they were fixed, and what they did to “right the ship”
- Understand the biggest change management challenges and what successful leaders in their field have done to address them
- Understand how to effectively communicate the plan and motivate the sales organization particularly when big change is on the horizon