Destination CRM
Sales Compensation Best Practices
Plan Modeling and Forecastingby Bob Conlin
In this article Bob Conlin, CMO at Centive, reviews performance-oriented sales compensation plan design. Although plan modeling and forecasting greatly impacts sales performance, most companies fail to successfully model plan variables and attainment scenarios.
Says Conlin, "The first best practice step in sales compensation management begins with modeling sales compensation plans to ensure they reward the rep and the company in equal measure. You can do almost everything else right when managing sales teams--but if your plans don't work, results won't meet expectations."
