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How Much is Too Much? Predicting and Assessing the Cost of the Sales Team

On-Demand

Duration 1 hour 2 mins

The question of the year seems to be, “What should our sales compensation costs be?” Other variations abound including questions about typical commission rates, quota sizes, sales credit sharing and “double comping.” All of this points to a fundamental question about ensuring that the sales compensation spend is appropriate and value-creating for the business.

So how do you know what’s appropriate, what the right relationship is between sales productivity and compensation, how much upside to offer over-performers? 


Join us as we discuss best practices in modeling the cost of sales compensation, and the best ways to balance motivation for your sales people and value for the business.


Your speakers

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Donya Rose
Sales Compensation Design Consultant
The Cygnal Group
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Kevin Gray
Senior Portfolio Marketing Lead, Sales Performance Management
IBM


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