Now that it’s January, your 2024 sales compensation program has been rolled out and everything is in place for a successful sales year. As the year progresses, however, someone will eventually ask, “Is our compensation program competitive? Are we paying too much or not enough?” Often, there’s a rush to look at target pay levels when the problem lies in other areas. This is why leaders should measure and benchmark their compensation cost of sales (CCOS).

CCOS is an important metric on your sales dashboard — both a leading and lagging indicator that, when properly understood and interpreted, can point toward useful action. It is also a useful measure that helps steer a broader conversation about salesforce investment beyond target pay levels. READ MORE