Gartner Blog Network

Category: 'sales-compensation' Blog Posts

from the Gartner Blog Network

The Bane of Quota Setting – 5 Things To Know

by Dave Egloff  |  January 30, 2020

Does anyone enjoy setting sales quotas?  I think not.  The common expression is that quota setting is a mix of art and science.  This might be true, but it’s also...

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Value of Well-Designed Sales Compensation Documents

by Dave Egloff  |  December 23, 2019

Sales compensation documents are too often written to satisfy the needs of the organization as opposed to the needs of the seller. Sound crazy? Perhaps but it's true. Certainly, these...

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Five Questions CSOs Should Ask Before Approving Sales Compensation Plan Designs

by Dave Egloff  |  November 20, 2019

Each year, Chief Sales Officers (CSOs) must approve the sales compensation plans. During this approval, CSOs should ensure that their sales compensation plans: Align with the overall sales strategy Motivate...

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Use High Water Mark Compensation Plans to Reward Sellers on Recurring Revenue

by Dave Egloff  |  August 26, 2019

Recurring revenue presents a challenge when used to measure seller performance.  Unlike new business metrics, which more easily allows a sales leader to monetize seller influence, recurring revenue can paint...

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Sales Compensation Redesign Pre-work

by Dave Egloff  |  July 15, 2019

It’s getting to that time of year where sales compensation design discussions are about to kickoff.  For many stakeholders — including compensation plan designers, sales leaders, and senior executives  —...

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Measuring Seller Performance – Absolutely or Relatively

by Dave Egloff  |  May 29, 2019

Sales leaders examine seller performance in distinct ways.  Two common methods include using either an absolute or relative approach. Absolute Sales Performance Absolute sales performance is the simplest approach where...

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Confidence is critical in sales compensation modeling

by Dave Egloff  |  December 18, 2018

'Tis the season for many joyous things.  Between holidays, PTO, great food and time with the family, it’s a remarkable time of year.  For sales compensation designers this is also...

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Comments: 3