High performing sales organizations know the importance of their sales incentive plans and work diligently throughout the year to design, communicate, tweak, and evaluate those plans. Here are the top three sales compensation challenges for 2016 from a recent survey conducted by SalesGlobe.

#1. Setting Effective Quotas

While arguably not completely part of sales compensation design, setting effective quotas tops the list of challenges year after year. In my experience, about 30 percent of companies do not have quotas ready at the beginning of the year. This is alarming. For compensation to be a good communication tool, sales reps need clear direction on what the company wants them to do. Read More