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 salespeople’s pay take an incentive pay “hit” because of economic dislocation by COVID-19?
Read ArticleIn many ways, COVID-19 is presenting contemporary revenue leaders with a unique and potentially unprecedented set of challenges.
Read Article