Category Archives: Sales Compensation

How to Design a Really Great Sales Comp Plan

By Mark Donnolo If you’ve ever been involved in designing a sales compensation plan, you’ve probably heard these questions: How much is the sales compensation plan going to cost us this year? Is this a good investment of our money? What … Continue reading

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How to Really Motivate and Incentivize Salespeople

By Donald St. Clair The economics and shifting contexts related to motivating B2B salespeople are staggering. U.S. companies spend more than $800 billion each year on B2B sales force compensation, representing the single largest marketing expense.   According to a … Continue reading

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