<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=257575318280254&amp;ev=PageView&amp;noscript=1">
How to create a compensation plan for B2B sales representatives

16 Sep

How to create a compensation plan for B2B sales representatives

Frederic Lucas

 

Over the past few months, I've talked to many sales leaders and business owners about compensation for their sales teams and one main finding has emerged: the pandemic has revealed the gaps and flaws in the compensation structure for salespeople in B2B.

 

The drastic changes in market conditions have shown that many SMBs base part of their sales force compensation on factors that are not related to performance, but rather to activities. These activities often have no correlation with performance and results.

 

This is a major issue that highlights the complexity of creating a compensation

READ MORE

Recent Articles

The Impact of Recurring Revenues on Sales

10 Jul

Companies wishing to establish a recurring revenue business model are looking to ensure the stability and profitability

Guest blogger

3 minutes read

The Impact of Recurring Revenues on Sales

Sales Compensation Plans: Salary or Commission-based

13 Feb

 

Though quite a few sales compensation models exist, the three most commonly used ones are:

  • Base salary,
  • Commission

Guest blogger

4 minutes read

Sales Compensation Plans: Salary or Commission-based

How to Create the Best VP Sales Compensation Structure

1 Feb

 

As with sales representatives, the compensation plan of a Sales VP is subject to several criteria. A mixture of

Guest blogger

3 minutes read

How to Create the Best VP Sales Compensation Plans | PRIMA

4 Things to Consider When Reviewing Sales Compensation Plans

23 Jan

 

When and why is it appropriate to modify a sales compensation plan? A yearly review of your employees’ motivation

Guest blogger

4 minutes read

4 Things to Consider When Reviewing Sales Compensation Plans

How to Create a Good Sales Compensation Plan

5 Dec

 

A sales compensation plan must be carefully rolled out after an elaborate analysis and evaluation of your market

Frederic Lucas

4 minutes read

How to Create a Good Sales Compensation Plan