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blog-march-is-sales-culture

March is Sales Culture Month

Does great sales culture just happen on its own? Or can great teams be shaped (or destroyed) by factors such as the commissions structure? Join us on the OpenSymmetry blog as we focus on sales culture drivers throughout the month of March, including sales culture...

blog-sales-comp-armageddon

How Two Newborns Caused Sales Comp Armageddon

Who would guess that one person giving birth could throw a company into chaos? That’s precisely what happened when pregnancy complications caused me to leave for maternity leave eight weeks earlier than planned. I was the Global Sales Compensation manager of a large manufacturing company....

blog-you-asked-we-answered

You asked, we answered: Should I pay reps on booking or cash?

As a sales compensation consultant at OpenSymmetry, I have heard countless horror stories, like the scenario above, about payment timing. This client paid its salespeople when deals were booked, rather than when the order was paid out – a highly motivating but highly risky pay...

Build or buy? Strategy

Build or Buy? A Vendor-Agnostic Evaluation for ICM

Whether it involves sun-setting a legacy incentive compensation management (ICM) system or upgrading from loosely-structured spreadsheet systems, there comes a critical point in any IT modernization process where a decision must be made to refactor an aging system, move towards full replacement, or purchase an...

blog-disaster-recovery

Disaster Recovery for Sales Comp Plan Rollouts

Last week, I addressed how to anticipate and prepare for the aftermath of a sales comp plan rollout – especially when you know the sales team is going to be angry. However, maybe your comp team thought that there was already a good rollout communication...