Knowledge Center

November 5, 2020

The People and Politics of Sales Compensation: Part 1

This is the first in a two-part series. Read part two here. We updated this post, not because it’s an election year, but because this year […]
October 22, 2020

Rapid Sales Compensation

When it comes to designing a sales compensation plan, it helps to have months of input and design meetings. This year, even the most well-prepared companies […]
October 7, 2020

Will Your Compensation Plan Drive the Right Behaviors in 2021?

At the root of every company is a sales team: that group sales reps that are tenacious souls, who were squeezed in middle seats without upgrades, […]
September 24, 2020

Thresholds in the Age of COVID-19

The New “Bus Protocol” by Mark Donnolo In my book, What Your CEO Needs to Know About Sales Compensation, I describe why thresholds are good for […]
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 on […]
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 […]