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The Sales Compensation Show
Season 1 Highlights Episode - 7 Thought Leaders Share Their Insights on Sales Compensation
Jun 20, 2023
Nabeil Al, an experienced sales compensation expert, joins to discuss sales plan implementation challenges, strategic alignment, 'hot hand' in sales, transitioning to on-target earnings model, implementing rep scorecard for coaching, and integrating competency models and incentives in sales teams.
36:47
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Quick takeaways
- Lack of clarity on compensation leads to disputes within sales teams, highlighting a need for better understanding of pay structure.
- Connecting sales compensation to overall business strategy is essential for motivating salespersons and achieving impactful results.
Deep dives
Issue with Sales Reps Understanding Pay
Some sales reps have difficulty understanding how they get paid, as shown by a survey where 33% raised concerns about not comprehending their pay structure. This lack of clarity on compensation leads to disputes within the sales teams throughout the year, highlighting a disconnect between designing compensation plans and executing them effectively.
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