The Sales Compensation Show
Best Practices for Improving Sales Performance with Bettina Kaemmerer, Founder of Bee-Comp
Mar 14, 2023
Sales compensation expert Bettina Kaemmerer discusses the evolution of sales compensation strategies, the impact of stack ranking in sales teams, and the importance of strategic sales compensation in driving success. She also explores evolving trends in sales roles and compensation, emphasizing the role of technology and the need for effective measurements and communication in sales performance.
35:13
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Quick takeaways
- Sales compensation now focuses on aligning with desired behaviors, customer experiences, and company objectives.
- Global sales compensation plans require consideration of local regulations, languages, and cultural norms.
Deep dives
Evolution of Sales Compensation Strategies
Sales compensation has evolved over the years, transitioning from a simple math problem to a tool for motivating and retaining sales reps. Initially, sales compensation was merely a line item without a clear strategy behind it. However, in recent years, the focus has shifted to aligning compensation with desired behaviors, customer experiences, and company objectives. This evolution highlights the need to consider not only what salespeople achieve but also how they achieve it, emphasizing engagement, KPIs, and non-monetary incentives.
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