Traditionally, many life sciences and analytical instrument companies begin to review their sales compensation plans midyear, but comp is only part of the planning puzzle. A successful commercial model includes a review of the segmentation models, revenue motions, customer-facing jobs, resource deployment, talent programs and sales compensation.
A recurring revenue model increases stickiness, predictability and the network effect of certain products, but implementing it can be challenging.
Read ArticleShould companies pay salespeople based on profits? Should management link the payout of the sales compensation plan to sales profitability of the orders?
Read ArticleSteps to investigate sales force sales pay equity practices.
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