Sales compensation commands plenty of the sales organization’s energy and attention. An organization’s ability to design, adapt, administer, and communicate their sales compensation plans is therefore a significant management concern. This webcast will present findings from recently concluded Sales Management Association (SMA) research on how to better manage sales compensation. The research examines current compensation management practices, and identifies emerging issues and management priorities, including: Factors responsible for effective sales compensation management Sales management’s critical issues and improvement priorities Emerging capabilities essential for effective plan administration Sales compensation management’s impact on overall performance Compensation management technology trends and ROI

1. © Copyright 2016 The Sales Management Association.
Sales Management Association Webcast
01 September 2016
Presented by
Research Update: Managing Sales
Compensation

2. About The Sales Management Association
Slide 2© 2016 The Sales Management Association. All rights reserved.
A global, cross-industry professional association for sales
operations and sales management.
Focused in providing research, case studies, training, peer
networking, and professional development to our membership.
Fostering a community of thought-leaders, service providers,
academics, and practitioners.
Learn More: www.salesmanagement.org

3. Today’s Speakers
Slide 3© 2016 The Sales Management Association. All rights reserved.

4. © Copyright 2016 The Sales Management Association.
Sales Management Association Webcast
01 September 2016
Presented by
Research Update: Managing Sales
Compensation

5. RESPONDENT
DEMOGRAPHICS

6. Company Size and Role
Slide 6© 2016 The Sales Management Association. All rights reserved.
N= 78 firms

7. Salespeople At Target
Slide 7© 2016 The Sales Management Association. All rights reserved.
N= 78 firms

8. Questions and Discussion
Slide 8© 2016 The Sales Management Association. All rights reserved.
What is the “right”
percentage of the
salesforce that
should achieve
quota or target pay?

9. SALES COMP
PROGRAM ATTRIBUTES

10. Rating the Firm’s Sales Comp Program
Slide 10© 2016 The Sales Management Association. All rights reserved.
N= 78 firms

11. How Many Get it Right?
Slide 11© 2016 The Sales Management Association. All rights reserved.
N= 78 firms

12. Questions and Discussion
Slide 12© 2016 The Sales Management Association. All rights reserved.
Seems like sales
compensation
programs are not
retaining talent or
generating ROI.
Why might this be
true?

13. COMMUNICATING THE
PLAN

14. Too Late, Too Often
Slide 14© 2016 The Sales Management Association. All rights reserved.
N= 78 firms

15. Questions and Discussion
Slide 15© 2016 The Sales Management Association. All rights reserved.
How can firms
communicate
sales
compensation
plans and quotas
earlier?

16. ESTIMATING PROGRAM
VALUE

17. How Sales Comp Creates Value
Slide 17© 2016 The Sales Management Association. All rights reserved.
N= 78 firms

18. Questions and Discussion
Slide 18© 2016 The Sales Management Association. All rights reserved.
Performance
management efforts
seem to bog down
around processes like
quota setting and
territory assignments.
How are these issues
best addressed?

19. WHAT GOES
WRONG

20. Handling Disputes
Slide 20© 2016 The Sales Management Association. All rights reserved.
N= 78 firms

21. Changing Things Mid Stream
Slide 21© 2016 The Sales Management Association. All rights reserved.
N= 78 firms

22. Questions and Discussion
Slide 22© 2016 The Sales Management Association. All rights reserved.
Respondents are
surprisingly poor at
mid-year changes.
Why are they so
difficult and what can
be done?

23. TECHNOLOGY

24. Apps on Apps On Apps
Slide 24© 2016 The Sales Management Association. All rights reserved.
N= 78 firms

25. F9, F9, F9, F9, F9, F9, F9…
Slide 25© 2016 The Sales Management Association. All rights reserved.
N= 78 firms

26. Technology’s Meager Dividend
Slide 26© 2016 The Sales Management Association. All rights reserved.
N= 78 firms

27. Questions and Discussion
Slide 27© 2016 The Sales Management Association. All rights reserved.
But I like
Excel.

28. IMPROVEMENT
PRIORITIES MAYBE WONT USE THESE

29. Program Attribute Importance
Slide 29© 2016 The Sales Management Association. All rights reserved.

30. Firm Effectiveness
Slide 30© 2016 The Sales Management Association. All rights reserved.