Tag Archives: Sales Compensation

Evaluating Impact of Caps on Sales Commissions

Top 5 Reasons Cited for Capping Sales Commissions 

By Heather Peterson

Dangling Carrot

At its root, commissions serve as a motivational tool to drive sales performance.   These “carrots” are the foundation for an incentive system to evaluate a sales representative’s productivity.  Sales reps that reach or exceed the goals are rewarded while sales reps that do not meet goals provide a business with insight into performance, projection, people or product issues. Continue reading

Legal Ramifications of Not Automating Your Sales Commissions Properly

Not automating your sales commissions properly is not just going to cause problems with your staff or HR; it could also cause problems with the law. We take a look at a real life example of when unpaid sales commissions go wrong and what you can do to prevent this from happening to your business. Continue reading