Sales commission planning in a volatile economic environment is uniquely challenging. On the one hand, there’s a need for tight budget control. But it’s also true that well-compensated and, therefore, motivated account executives (AEs) are one of a company’s best hopes for achieving balanced growth and profitability.
In order to understand what best-in-class organisations are doing to find that balance, the 2024 Sales Compensation Report examines target performance, quota composition, plan design, and the processes behind sales incentive program planning. The report also focused on sales incentive compensation plan design and how commissions are calculated and communicated to AEs and sales development representatives (SDRs).
The findings provide a benchmark for sales commission management, which you can use to maximise your Sales team's performance and productivity in 2024. This includes the technology used to design, calculate, and share commission plans; how companies determine base salary vs. variable pay for Sales teams; and the implications of quota achievement rates and employee retention.