Gartner Blog Network

Category: 'sales-compensation' Blog Posts

from the Gartner Blog Network

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...

Read more »

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  —...

Read more »

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...

Read more »

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...

Read more »