Revamping Sales Comp to Improve Pricing
How to Move Beyond a Revenue-Based Sales Comp Plan to Boost Pricing Performance
Revenue-based sales compensation schemes are an ever-present anchor, always dragging on your pricing performance. Sales incentives based solely on revenue virtually guarantee that pricing and profitability considerations will be an afterthought at best. But with a thoughtful approach, you can change the game, lose the anchor, and reward your salespeople for selling at more profitable prices. In this on-demand webinar, you'll learn about:
- How revenue-based sales comp plans almost always work against your best-laid pricing plans.
- A straightforward, step-by-step process for tackling sales comp with less conflict and disruption.
- The pros and cons of various approaches for infusing pricing performance into your sales comp plan.
- How to gain management support and collaborate with Sales to ensure adoption and reduce risk.
This webinar is just one of hundreds of educational resources you get access to as a PricingBrew Journal subscriber.
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The Functional Area Cheat Sheet
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5 Pricing Trends You Can't Afford to Ignore
From our unique vantage point, we've identified a number of larger trends that pricing teams need to be prepared for. In this on-demand webinar, we explore five of these trends and discuss the implications and ramifications.
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How Strict Pricing Enforcement Killed a Product
Strict enforcement of pricing policies can seem like a great idea. But this comical case study sheds some light on the perils of enforcing policies that are lacking (and somewhat ridiculous).
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Building a Pricing Center of Excellence
Experts have long argued that centralized pricing is the ideal model for driving performance improvement. But these days, companies are finding success taking a different approach---the Pricing Center of Excellence.
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