sales compensation Articles


Back to the Future: Three Ways to Calibrate Your Sales Force to Survive a Downturn and Pursue Future Growth

During an economic downturn, sales leaders should place their energy into three critical focus areas to limit business erosion and support the development of long-term growth strategies.

Published: June 2020
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Managing Sales Compensation Amidst Growing Economic Uncertainty and Volatility

As the humanitarian and economic impacts of COVID-19 continue to grow, organizations are actively reevaluating their business plans and sales targets. Below, our experts share insights on the warning signs to look for, along with short-term actions you can take to relieve pressure.

Published: April 2020
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For HR Leaders at Technology Firms, COVID-19 Means Preparing for Multiple Scenarios

While technology firms are acting very quickly to support workers in the face of COVID-19 through enhanced leave policies and special stipends, most firms are taking time to monitor market signals before making substantial changes to their core compensation programs.

Published: April 2020
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In Response to COVID-19, HR Leaders Must Keep Life Sciences Firms Moving Forward

Whether your life sciences firm is on the front lines of responding to COVID-19 or not, delivering life-saving discoveries remains as important as ever. For HR and rewards leaders, this means moving swiftly to keep workers as safe and productive as possible.

Published: April 2020
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COVID-19 Creates Unique Compensation Challenges for Retail and e-Commerce Firms

From keeping warehouses and supply chains running safely to adjusting pay for employees interacting with the public to supporting workers furloughed due to store closures, retail and e-commerce firms face a range of compensation challenges not shared in many other sectors.

Published: March 2020
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Considerations for Your Total Rewards Strategy in Response to COVID-19

The COVID-19 pandemic creates a wide range of challenges for business leaders to consider. When it comes to total rewards, here are the key issues to address. 

Published: March 2020
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Creating a High-Performance Sales Force by Avoiding Common Roadblocks

Sales is critical to a company’s success, but so many things can go wrong with the way it is organized. We outline how organizations can overcome common roadblocks to success.

Published: February 2020
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8 Reasons Your Sales Compensation Plans are Not Working

How can firms avoid common pitfalls plaguing their sales compensation structures? In this article, we highlight the top reasons your plan may not be working.

Published: December 2019
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Using Talent Assessments to Drive Better Performance of Your Sales Organization

Assessing the skills of your sales force should be a top priority for HR and sales leaders, but too often we see this process neglected with a focus on sales quotas and growth above matching the right talent with the right jobs. In this article, we discuss how to get set up with an effective talent assessment process.

Published: October 2019
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Sizing the SaaS Sales Organization for Growth

There is no one-size-fits-all approach for how to best scale sales organizations for private software companies, but there are benchmarks and proven approaches to scale cost-effectively.

Published: March 2019
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It’s Time for HR to Become More Involved in Setting Sales Quotas. Here’s How.

HR professionals need to know how their company’s sales quotas shape the employee value proposition and contribute to competitive earnings and cost-of-sale measures. By becoming more involved in the quota-setting process, HR leaders will help better position the company against the headwinds of high turnover and a tightening talent pool.

Published: January 2019
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Fewer Sales Organizations are Offering Car Allowance Plans Across the Globe

Even while declining in popularity, car allowance plans for sales employees are still a majority practice in many markets. We examine the latest trends in plan prevalence and eligibility using Radford Global Sales Survey data and offer tips for technology and life sciences companies reconsidering their car policies. 

Published: November 2018
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When Your Sales Mobility Program Is Stuck in a Compensation Rut

Internal sales mobility moves are on the rise, driven by factors such as career development. However, these situations can be complicated from a compensation standpoint. We provide tips for companies encountering these situations, including whether to adopt a formal mobility program.
 

Published: October 2018
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10 Steps to a Successful Sales Compensation Plan

Across many industries, sales compensation costs are consistently rising, while quota achievement levels continue to drop. You probably ask yourself these types of questions on a frequent basis: Do I have the right sales team in place to achieve my goals? And do I have the right measurements in place to know if my sales plan is even working? Following these 10 steps will maximize the performance of your sales force.

Published: September 2018
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Does Your Sales Incentive Plan Really Pay for Performance? Ask These Questions to Find Out.

With so much of a salesperson’s compensation delivered through variable, performance-based pay, sales leaders need to continually monitor pay-for-performance mechanisms to ensure they remain fair, motivating and in-tune with business needs. However, we often rely too heavily on data-driven assessments to measure plan performance. Sometimes asking the right qualitative questions to the right people can make a huge difference.
 

Published: April 2018
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Sales Compensation: 5 Questions to Ask Sales Leaders Before You Review Pay Mix

There are a lot of variables that go into a good sales compensation plan. Aligning the plan with your corporate sales goals and the desired behavior required of the sales role is the key.

Published: April 2018
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High-Performance Sales: Don't Start with Compensation

When launching or revamping a sales organization, leaders have a unique opportunity to consider the full set of factors that influence the creation of a high-performing sales team. Contrary to popular belief, compensation plan design should be the byproduct of these factors, not a crutch used to force behavior.

Published: October 2017
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Voluntary Sales Talent Turnover Finally Slowing Down

Voluntary salesforce turnover is finally showing signs of slowing across the US technology and life sciences sectors after more than five years of growth. In this article, we summarize the three forces driving the slowdown and explore what sales leaders should be aware of as they continue to try to retain high performers.

Published: August 2017
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When It Comes to Sales Compensation, Three Key Issues Are Top of Mind for Sales Leaders

We recently met with Silicon Valley sales leaders to discuss the three biggest compensation challenges they face when trying to drive rapid, but sustainable growth. For most, it boils down to aligning plan design to stage of growth, creating strong job definitions to support effective benchmarking and quota management.

Published: May 2017
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Is Your Sales Compensation Plan Paying for Performance? Take These 3 Steps to Find Out.

How do you know if the design of your sales compensation plan is generating good pay for performance outcomes? Our new article outlines three analysis-driven steps you can take to find out.

Published: April 2017
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How to Get C-suite Buy-in on Your New Sales Plan

In the November 2016 issue of WorldatWork's Sales Compensation Focus newsletter, Radford's Scott Barton discusses how to effectively communicate with and achieve support from the C-suite when making changes to your sales compensation plan.
 

Published: January 2017
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Scaling Your Sales Compensation Plan for High Growth Business Opportunities

As your business begins to scale rapidly, it can be a challenge to take your existing sales team and sales incentive plan along for the ride. In this article, we examine how sales roles and incentives evolve by stage of development, and we offer a 7-step process of approaching the redesign of your sales compensation plan.

Published: November 2016
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Not all Sales Plans are Created Equal. Effective Employee Communication Is.

In the September 2016 issue of WorldatWork's Sales Compensation Focus newsletter, Radford's Scott Barton discusses how to get buy-in from your sales team when rolling out a new sales compensation plan.

Published: October 2016
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Turnover Rates for Sales Employees Reach a Five-Year High

Voluntary turnover for sales employees at technology and life sciences companies is, once again, at a five-year high. With US companies reporting aggressive hiring plans, sales managers and HR professionals need to assess whether their current compensation plans can remain effective in an ever more competitive market for talent.

Published: September 2016
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Sales Compensation is Rising, but Performance is Tracking Lower. What's Going On?

Since 2010, the compensation cost of sales as a percent of revenue has increased significantly at software companies, but fewer sales people are hitting their quotas. It's not a good look, and companies continue to increase quotas to justify rising expenses. We explain how to bring cost and performance back in balance.

Published: July 2016
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Why a Mid-Year Sales Plan Assessment Will Ultimately Save Time

In the May 2016 issue of WorldatWork's Sales Compensation Focus newsletter, Radford's Scott Barton discusses how utilize a mid-year review to spot pain points in your sales compensation plan before real turbulence emerges.

Published: June 2016
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Employee Turnover Slows in Brazil, Even as the Tech Sector Remains an Economic Bright Spot

Voluntary employee turnover at technology companies in Brazil has slowed for the past four years, suggesting limited job opportunities amid the country's political and economic crisis. However, if we peel back the layers, we find sales employee turnover has rebounded in the past year and the Brazilian startup scene is attracting government support and foreign investment.

Published: June 2016
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Defining What's 'Good' in a Sales Comp Plan

In the March 2016 issue of WorldatWork's Sales Compensation Focus newsletter, Radford's Scott Barton discusses how to define success for your sales team and put in place the right mechanisms for testing your sales compensation plan around those performance benchmarks.

Published: April 2016
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Use These HR Disciplines to be an Essential Part of Sales Force Effectiveness

In the September 2015 issue of WorldatWork's Sales Compensation Focus newsletter, Radford's Scott Barton discusses how HR can be more involved in maximizing sales force effectiveness and productivity through three key areas of talent management.

Published: September 2015
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Getting a Grip on Sales Compensation Pay Mix

In the July 2015 issue of WorldatWork's Sales Compensation Focus newsletter, Radford's Scott Barton discusses what to consider when setting pay mix for job levels and how the ratio of guaranteed to at-risk pay influences quota achievement and total target compensation.

Published: September 2015
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