PricingBrew

Subscriber-Only Express Guide

Already a subscriber? Login

Subscribe and get immediate access to this guide, full access to our research library, and much more...

How to Avoid Sales Compensation Gotchas

Exposing the Problems with Various Compensation Schemes and Exploring Potential Solutions

While no variable compensation approach is ever going to be perfect, if you're aware of the potential ramifications and problems, you stand a much better chance of crafting a structure that minimizes the unintended consequences. In this guide, you will learn about:

  • The most straightforward sales compensation strategy...that also happens to be the most costly and damaging.
  • The intuitive compensation "solution" that really doesn't address the heart of the problem to the degree people think.
  • The biggest mistake that far too many companies are still making with their sales compensation programs.
  • Four different sales compensation strategies and approaches that are being leveraged by leading companies.

This guide is just one of hundreds of educational resources you get access to as a PricingBrew Journal subscriber.

Subscribe & Get Access

More Subscriber-Only Resources From Our Library

  • Neutralizing the Sales Team's Excuses

    When sales reps fail to do what's expected, it's human nature to offer "explanations" beyond personal failing or expedience. Learn how Pricing can address the top "reasons" for poor price execution in the field.

    View This Webinar
  • Delivering Data to Decision Makers

    Providing data to decision-makers is a core responsibility for most pricing teams. But getting it right is a significant challenge. In this on-demand session, learn how leading teams are making their efforts in this area more effective.

    View This Webinar
  • Fixing the Causes of Rogue Salespeople

    It's all too easy to observe rampant discounting in the field and conclude that "rogue" salespeople are the source of the problem. In this expert interview, Paul Hunt exposes the real problems behind rampant discounting in the field.

    View This Interview
  • Timing Your Pricing Actions for Success

    The timing of your pricing actions can greatly influence how those actions are perceived and received. In this Express Guide, learn how to time your pricing actions to minimize conflict and maximize acceptance.

    View This Guide