Insights on Making Sales Compensation Information Accessible and Reviewing Sales Plans

The key insight is to make sales compensation information accessible to executives by presenting it in a way that speaks to their leadership roles. This involves using methodology and models to guide leaders in thinking about sales compensation and solving related problems, rather than overwhelming them with complex tables and numbers. Additionally, incorporating stories into the information can help connect with readers on a more human level. When it comes to reviewing sales compensation plans, it is recommended to do so at least quarterly and consider both hard and soft measures. Soft measures like cancellations, backlog, pipeline adequacy, process efficiency, forecast accuracy, and other factors should be evaluated alongside revenue to gauge the plan's effectiveness in ensuring sales success and overall company success.