Pay Marketing and Sales for MQLs

Paying marketing and sales for working MQLs (or some shared pipeline metric) is an essential move to driving closer alignment. Here's why.

Tara Sestanovich • 2 minute read

4 Reasons Why We Always Choose Total Contract Value

TCV is arguably the most important metric in sales compensation. TCV forces the right sales process conversations for 4 specific reasons. Read more to find out.

Tara Sestanovich • 1 minute read

The Life-Changing Magic of Incentive Compensation

Incentive comp measures efficiency, effectiveness, and helps you commission smarter. Here are 3 tips to help implement a strong foundation for sales incentive comp.

Jacklyn Lane • 2 minute read

Sales Comp Terms

Sales comp is a sensitive topic but it doesn't have to be confusing. We created this guide to make sure we're all speaking the same language.

Jacklyn Lane • 2 minute read

Raising Quotas? Expect Lower Performance

In sales compensation planning, it's important to set quotas so they're just right. If you set unrealistic quotas, your sales team will likely perform worse.

Tara Sestanovich • 2 minute read

Why Accounting for Commissions Matters

ASC 606, Audit Fieldwork, IFRS 15, Intercompany? Commission accounting seems daunting, but this crash course explains what you need to know.

Tara Sestanovich • 4 minute read

Sales Commission Agreements 101

Sales commission agreements are often hastily put together and a tedious part of comp admin. We down key points needed to have fair & legally enforceable comp plans.

Tara Sestanovich • 4 minute read

How to Build Successful SPIFs to Make Your Number

Using short-term sales performance incentive funds (SPIFs) is a great way to give your team the nudge to make it to goal this quarter. Here are steps to building a successful SPIF.

Tara Sestanovich • 3 minute read

Finding the Answer Key

Find the Answer Key with Varicent ICM. Give time back to end users and admins to help them sell more, be more productive and drive overall performance.

David Irving • 1 minute read