Most compensation plans pay sales reps on a version of committed sales like bookings, revenue recognition or contract revenue. This was the best measure because the sales process consisted of shorter ...

One of the biggest management challenges for a growing business is compensating salespeople effectively. You know you need an incentive compensation plan that encourages your sales force to land new ...

Workers in almost every industry have been job-hopping in search of new opportunities, better work-life balance and higher pay. For employers, the war for high-skilled talent remains fierce. To rise ...

Creating a sales compensation plan to incentivize traditional security sales professionals accustomed to selling “large systems” to convert to a Recurring Monthly Revenue (RMR) model can feel like ...

When Aldo Zucaro wanted to boost his company’s revenue, he turned to a division that had become entrenched in its ways: the sales team. Zucaro, senior director of commercial strategy at contact-lens ...

Last month, I ran into Chris at the Salesforce Dreamforce event. Dreamforce may be the most gonzo, biggest sales technology event on the planet. It’s a small wonder we even connected there given the ...

Expertise from Forbes Councils members, operated under license. Opinions expressed are those of the author. The introduction of automation and machine learning to the sales process is already changing ...

Determining total employee compensation is critical to keeping employees happy and attracting top job candidates. Here is how to calculate it.

"We make it on volume" is not the way to go: Growth in sales is important, but profit needs to result. The compensation of the sales team must be based on volume and your profit margin—our readers all ...

Sales management refers to the administration of the personal selling a company’s product line(s). It includes the planning, implementation, and control of sales programs, as well as recruiting, ...