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Articles & Plans |
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QCommission Brochure  |
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| QCommission Sample Plans |
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| QCommission and Sarbanes-Oxley Compliance |
| The U.S. Congress passed the Sarbanes-Oxley act in 2002, in response to multiple accounting scandals and collapses of major companies such as Worldcom, Enron and Arthur Anderson. The primary goal of this act is to protect investors by improving the accuracy and reliability of corporate financial information. It has done this by specifying new standards of accountability, needed controls, disclosure requirements and it is enforcing it by new penalties for acts of wrongdoing and non-compliance. |
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| QCommission Integration with QuickBooks |
| Sales commission programs are possibly the most variable programs conducted by a firm. These programs tend to vary significantly from industry to industry, and many times within companies in an industry. Sales commission programs tend to be different by employees even within a single firm. |
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| TOP TEN SPREADSHEETS NIGHTMARE |
| You have to maintain one spreadsheet per sales rep and pretty soon you have a nightmare of tens or hundreds of individual spreadsheets that you have maintain by hand. |
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| MORTGAGE BROKER SALES COMMISSION: 10 Steps to avoid Sales Commission Litigation |
| Sales Commission can be a flashpoint in disputes between Mortgage Brokerages and their agents. Litigation related to these disputes can result in monetary losses and in some cases the distraction of the lawsuit can drive brokerages to collapse. |
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| STAFFING INDUSTRY SALES COMMISSION: 10 Steps to avoid Sales Commission Litigation |
| Sales Commission can be a flashpoint in disputes between Staffing firms and their sales agents. Litigation related to these disputes can result in monetary losses and in some cases the distraction of the lawsuit can drive firms to collapse. |
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| SALES COMPENSATION |
| Salespeople are a company's ambassadors to the world. They actively promote the company and its products and services. They are the front line between the company and its customers, and are typically the driving force of revenues - top-line company growth. |
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| 10 INCENTIVE MISTAKES TO AVOID AT ALL COSTS |
| Incentive programs can motivate your staff to new heights, but make certain you sidestep counterproductive mistakes. |
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| THE POWER OF INCENTIVE PROGRAMS |
| The power of incentive programs: the right incentive program can motivate ordinary people to do extraordinary things. |
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| SALES COMMISSIONS: A tool for success |
| While commission-based compensation isn’t the only—or even necessarily the best—way to compensate a sale force, it is predominate in most industries that rely on a direct personal sales force to market their products or services. |
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| New Technology to Support Incentive Compensation Management |
| More companies are taking the pain out of managing variable pay by implementing software packages for rapid, accurate data delivery. |
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| Here Comes the Web -- Get Involved Now |
| The use of the World Wide Web and Web technologies in business puts companies on the verge of dramatic productivity gains for the first time since the debut of the computer itself. Through collaborative technologies empowered by the Web, we are sharing data, learning from it and leveraging it for gain -- all in real time. |
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8 Steps to navigating sales commission year end  |
| Plan on finishing the current year properly. Make sure year end bonuses are projected and calculated. If there are draw balances, decide on recovery and forgiveness. |
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Sales Commission Agreement
Description of Services, Territory, Sales Commission Rate and Trademarks.
Description of Services: DC is in the business of assisting not for profit ... |
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Expectancy Theory (also known as the Valence-Instrumentality- Expectancy Theory) (1964)
Vroom's theory assumes that behavior results from conscious choices among alternatives whose purpose it is to maximize pleasure and minimize pain. The key elements to this theory are referred to as Expectancy (E), Instrumentality (I), and Valence (V). Critical to the understanding of the theory is the understanding that each of these factors represents a belief. |
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How often should sales commission plans be changed?
At a recent business meeting I was seated next to the president of a local business sharing information about our respective companies. My tablemate explained that his firm had no need for the services of a sales incentive plan consultant, as he had not changed his sales compensation plan for ten years. |
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Compensating Your Sales Force
Compensating your sales force presents a particular challenge because packages must be extremely competitive and provide adequate incentives to motivate employees to do their best. |
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Sales Commission Applications – Build vs. Buy
Sales commission, unlike many other applications tends to be fairly unique from company to company, though there
is significant commonality within an industry. The other unique aspect of sales commission is the flexible nature of
customer needs. It is fairly common for a company to change its commission plans year to year or even within the
year. |
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Sales Commission and Spreadsheets - A Calculated Disaster
Most companies, who have been affected by problems due to spreadsheet errors, are not keen to make the information public. They fear the negative publicity associated with the issue. There could also be potential legal and financial consequences of making the information public. |
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Mortgage Broker Sales Commissions - A Primer - Article
After getting business in the door and completing the funding of a loan, the third most difficult job for the average Mortgage Broker could very well be the task of calculating and paying commissions for the agents involved in the transaction and other relevant parties. |
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| CPM: Involving the sales team in performance management |
| How do companies align sales execution with their overall strategy and objectives? Although much can be achieved by investment in marketing and in sectors such as the food industry by the relationships with, and incentives given, to the retailers, there is also a dependence on the sales teams. It is their incentives and commission plans that drive behaviour and ultimately the success or failure of achieving the expected types and levels of revenues and profit margins. |
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| Reconnect Sales Management to Profitability |
You are what you sell - sales is the front-wheel drive that pulls a company forward in the marketplace.
But in many companies, top managers are frustrated because the sales process seems disconnected from corporate objectives. This presents a serious impediment to management's efforts to manage profitability effectively. |
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| A Sales Commission Plan That'll Supercharge Your Profits |
What I’m going to share with you today is the single most powerful trick I know for supercharging your bottom line.
At some point in time, if you are going to grow your construction business beyond $2 million, you are going to need someone working on sales full time. Now, maybe sales is your thing and you want to do that full time. Fantastic. |
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| Guide to Salary Guidelines for Sales and Marketing |
| Salary for marketing and salary for sales must be competitive enough to ensure the right candidate lands in the position and develops into a valuable employee. Yet as a business owner or manager you must also watch your bottom line, especially since salaries and other pay compensation benefits can account for the majority of business budgets. |
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| Survey Finds Compensation Plan Complexity is Key Factor in Poor ... |
How is the company Organized to support the sales compensation plan? ...
Oracle (Nasdaq: ORCL) is the world's largest enterprise software company. ... |
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| Sales Commission - What Return Should You Expect On Your Sales Compensation Investment? |
This article answers the following questions :
How do most companies look at return on investment (ROI) for their sales compensation expense?
What portion of sales compensation expense do companies allocate to managing existing accounts versus pursuing new accounts?
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| Sales Compensation - It really does guide behaviour |
| Compensation can be one of the hardest things to tune and get right in a Sales organization. I've seen a wide variety of compensation schemes through my career, and have sat on a compensation committee in a larger company that I worked for (where we did a very comprehensive survey of the way things were done elsewhere in the industry). There are far too many variants to even being to elaborate on them all here, but I will try to touch on a few key things from my perspective. |
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| Real Estate Sales Commissions |
| If you're going to hire a real estate broker to sell your real property, you need to understand how the broker gets paid. Generally, the broker receives a commission from the seller when the sale is completed. The amount of the commission is set by the listing broker and may be negotiable by the seller and the listing broker. The terms for payment of the sales commission need to be included in the real estate brokerage contract or listing agreement. |
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| Sales Commissions: Find the Plan that Works for You from Monster ... |
| For every salesperson, there's a perfect product and a perfect commission structure. Finding both leads to sales success. Common structures for sales commissions include being paid a high salary with low commission or being paid based on individual sales, territory volume, a share of the profits, bringing in new business, maintaining old business, wholesale or net (retail) sales, hitting an exact target or hitting variable targets. |
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| CRM Daily | Managerial Mistake: Cutting Sales Commissions |
| Some companies may actually succeed in maintaining an existing customer for a year or so after declaring it a "house account," but eventually the competitor makes an inroad. After all, how did you get that customer in the first place? Certainly not by telephoning the purchasing department once a month and making two trips a year to buy them lunch. |
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| How The Right Sales Compensation Plan Can Supercharge Profits |
What I'm going to share with you today is the single most powerful trick I know for supercharging your bottom line.
At some point in time, if you are going to grow your construction business beyond $2 million, you are going to need someone working on sales full time. Now, maybe sales is your thing and you want to do that full time. Fantastic. |
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| Build an Effective Sales Compensation Governance Program for Your Organization |
Compensation governance typically is associated with executive compensation. Does governance have a place in sales compensation?
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| Best of Both Worlds: Using Hybrid Incentive Plans |
| Today's changing compensation landscape provides opportunities to improve pay designs, specifically in sales management compensation. The good news for sales executives and managers is that, unlike CEOs, their pay designs inherently have the potential for more flexibility, creating a "win-win" for both plan participants and shareholders. Here's why: Sales management has a more direct line of sight to sales and profits than top management. This allows for commission pay designs with more volatility than discretionary, nonsales management cash bonuses. |
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| Perception is Reality with Salesforce Incentive Compensation |
| "Big territories can't grow." "There aren't enough sales opportunities left." "Marketing doesn't understand customer-level realities." Left unaddressed, uninformed perceptions can drive dissatisfaction with the sales incentive plan and, in extreme cases, the job. Sales and HR leaders must communicate the realities and provide clarity around the decision-making process to quell those distorted perceptions. |
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| Finance is from Mars, Human Resources is from Venus |
| Does your CFO understand your objectives with sales compensation plans? Do you understand the finance department's mandates for your plan design? This article, from workspan magazine, is a refreshing look at the sometimes challenging relationship between finance and HR, and we know sales comp professionals can relate. |
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| 2009 Sales Compensation Checklist |
| More than 65% of all companies began their fiscal years on January 1. Read this checklist of action items to ensure the success of your 2009 program. |
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| Managing Sales Compensation in an Uncertain Market |
| Learn how to monitor and adjust your pay plans to accommodate shaky market conditions. |
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| Sales Compensation Payouts Stall in 2008, 2009 Not to be Much Better |
| According to the 2009 Sales Compensation Trends Survey, growth in sales compensation payouts in 2008 were 2.5% above 2007, but a 37.5% drop from the previous year. According to the seventh annual trends survey, only 54.55% of respondents plan to give a base salary increase to eligible sales personnel in 2009. For those who plan to grant a base salary increase, the median increase will be 3.0%. |
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| Sales Commission Calculation - Just the Basics, Ma'am |
| Like many of you, my fourth quarter included a lot of sales compensation design, review and revision. Given the business environment and the forecasting difficulties that many organizations are facing, some are still working - even now - to get sales incentive plans nailed down in final form. With this in mind, I thought it might be helpful to dedicate a post to the basics of sales commission calculation. |
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| Disputes over Unpaid Sales Commissions and Bonus Payments: When Does a Mere Expectation Become into an "Earned" Wage? |
| Most employees are paid for their time. Thus, if they work eight hours at a rate of $25 per hour, or eight weeks at a salary of $2,500 per week, there is little dispute over the amount of wages owed. But disputes begin to multiply where the payment is deferred and is calculated based on meeting certain performance targets. Typical disputes include the following: |
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| Rep. Stark Urges CMS To Block New Medicare Advantage Sales Commissions Rules, Saying They Will Promote 'Churning' |
| House Ways and Means Subcommittee on Health Chair Pete Stark (D-Calif.) on Thursday in a letter to CMS acting administrator Kerry Weems called for a limit on new sales commissions in an attempt to dissuade sales agents from pressuring Medicare beneficiaries to frequently switch Medicare Advantage plans, CQ HealthBeat reports. |
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| Calculating Commission Payments before You Quit Your Job |
| Most sales / business development staff are paid a basic wage plus some form of commission or bonus (indeed, some people are paid on a commission basis only). The more products / services they sell, the more money they will make over and above their basic salary. |
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| Commission Sales Vs Salary Sales
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| In the sales industry, one of the most heated topics of discussion is commission sales vs. salary sales. There are benefits to using both, but many people are hard-core advocates of one or the other. Some people believe commission is the only method of payment for true salespeople, while others would like to see a balance between the two. |
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Sales Performance Management
What It Is and Why You Can't Afford to Ignore It |
| As most companies know, sales are the force behind the growth of a company. If the company has a product or service, then sales is the key to revenue and the sales force is the key to making that revenue. Over the last several months, the economic landscape has changed significantly, and companies are looking for ways to increase sales effectiveness and maximize profits. |
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| Sales Compensation Plan Components |
| We find that many companies have ill-defined, confusing and generally inappropriate sales compensation structures. It is important to create a sales compensation structure that motivates sales reps to higher levels of performance. |
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| Start-Ups Need to Offer Exceedingly Generous Sales Commission Plans |
| A start-up software entrepreneur asked me, "What rate of commission should I pay to salespeople for the business they bring in?" |
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| Puzzling Out a Sales-Commission Structure |
| Consultants' data and personal research (the cheaper option) can help solve the mystery of how to pay sales staff. |
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| Best Ways to Pay Your Sales Staff |
| If your sales reps aren't producing enough, it may be because your compensation plan is askew. Some tips on tailoring it to your business. |
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| Pay for Performance Sales Compensation Goal Eludes Many Companies; Productivity Suffers as a... |
| Performance-based sales compensation programs are not living up to expectations among Corporate America according to a new survey conducted by the Human Capital practice of Deloitte & Touche LLP, one of the nation's leading professional services firms. |
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| The Four Cornerstones of Effective Sales Compensation Plans |
| Effective sales compensation is critical to the success of any go-to-market strategy. Yet designing and managing a program is rarely easy. Determining how people are paid is a sensitive matter that can become increasingly complicated when reconciling the disparate needs of key stakeholders in sales, finance, human resources, and marketing. To better manage this complexity and to keep the discussions constructive, consider the following four cornerstones of effective sales compensation. |
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| When is it time to buy sales performance management software? |
| When sales and finance executives at Comcast-Spectacor realized they were missing potential sales because managers were unable to spot key cross-market opportunities, they knew it was time to move to a sales performance management software application, said Mark DiMaurizio, the company's vice president of technology solutions. |
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| Creating an Effective Compensation Plan for Sales Representatives |
| An effective sales compensation plan for sales representatives is critical to the success of any go-to-market strategy. Yet the design and management of a compensation plan for sales teams is rarely easy. After all, determining how people are paid is a sensitive matter which can become increasingly complicated when reconciling the disparate needs of key stakeholders in sales, finance, HR, and marketing. |
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| Sales Compensation and the Law |
| The New York Department of Labor recently passed an amendment to the Labor Law relative to sales personnel. Effective October 16, 2007, employers are required to provide written terms of employment for commissioned salespeople or risk adverse impact of decisions rendered in any wage action brought against the employer. |
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