September 17, 2020

Corporate Bonuses in the Age of COVID-19

by Michelle Seger We recently received a question from a Chief Operating Officer that I’m sure will resonate this year with sales leaders and executives. “Do […]
September 8, 2020

To Cap or Not to Cap: Practices for Governing Sales Compensation Payouts

Want to start a spirited debate about sales compensation? We’ve seen that Finance and Sales often have differing opinions on sales comp. A particularly thorny area […]
September 1, 2020

Should We Pay Our Salespeople on Bookings or Billings?

Driving the Right Behaviors with Your Comp Plan by Michelle Seger We recently received a question from a sales operations leader who reviewed the Sales Compensation […]
May 8, 2020

The Four Phases of COVID-19 Recovery for Sales: Where Are You?

COVID-19 took the world by storm and struck a blow to most sales organizations. The situation was new, frightening, exciting, and unknown from a business and […]
April 30, 2020

Sales Compensation in a COVID-19 World

In response to the pandemic, organizations are quickly adapting when it comes to their sales operations, including reassessing projections, planning for adjustments, and having proactive and […]