Strategic Sales Comp

New Research: 2020 Sales Compensation Policies & Practices

We’re excited to launch the 2020 SaaS Sales Compensation Policies and Practice Survey in conjunction with the great team at Spiff.

Many SaaS organizations are closing out their year and are in the middle of compensation planning for next year. Nearly every organization will evaluate their sales compensation programs as a part of this process.

As organizations evaluate their design, they’ll likely focus on the performance metrics, accelerator tables, quotas, and pay levels. All of which are important design elements, and each with many available SaaS benchmarks. However, many organizations will not address the policies and practices that govern the overall compensation plan.

Policies and practices are often the toughest questions related to the plan design. They’re situational. They can be specific to your industry sector. They were likely put in place by legacy team members. They don’t often change every year. But your plan’s policies and practices can have a huge impact on the behavior and performance of your sales team.

The goal of our research is to help your organization drive smarter decision around these policies and practices. Simply put, we want to capture better insights on these questions with answers that typically start with “it depends...”.

Specifically, our research will address the most common questions we received related to:

  • Sales Crediting
  • Mega Deals
  • Accelerators
  • New Hire Compensation
  • And of course, Spiffs

We encourage you to participate in the survey. Our goal is to share results in time for adjustments to your plan next year. Please also join us in sharing this with folks in SaaS organizations that could benefit from these insights.

Take the Survey

Thank you in advance for your participation.

About The Author

Author photo Ralph is a partner with The Brevet Group, and for 20 years he has led sales performance teams in the United States and Asia. Recently he also served as a sales leader in both the media and technology industries. Ralph’s work has focused on a unique blend of management consulting and sales enablement to help companies execute their sales strategies. Prior to this role, Ralph was the APAC sales effectiveness leader at Mercer.

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