Sales performance management requires a clear vision of where to go and communicating it very clearly. It is important to think about the bigger picture, what do you want to achieve and how.
A commission plan comes with a strategic planning to make sure it perfectly aligns with short and long term goals. Furthermore, this commission plan should not interfere with overall organizational goals.
We may think that SaaS commission calculation is way more complex than standard commission calculation. The truth is that this type of commissions tend to be ambiguous and there’s where things get complicated for sales managers.
We define effectiveness drivers as the decisions sales leaders make, as well as the processes they use which determine the composition of a sales job and the essence of the sales team.