sales compensation

By 2025, Millennials will account for three-quarters of working-age people. Although Gen Y will soon make up a majority of the workforce, it will still be a number of years before they constitute the lion’s share of the top-level of leadership. For now, the focus remains how to compensate and motivate your Millennial workers. To achieve this, we need to understand who they are and what they want from their

SRG President Addresses Toronto Tech Innovators

InnovateWork Toronto #5 Review Companies are realizing that workforce data is a strategic asset. Once used for only sales and marketing functions, companies today have access to technology that can help them use their HR data effectively to make better people decisions and continue to incentivize in order to achieve top results. Sales Resource Group President David Johnston was recently a panelist at the popular InnovateWork summit in Toronto. Dave

sales compensation

We’re nearly halfway through 2018 already! Can you believe it?! There have been some awesome international sales and operations conferences so far this year including Pulse, 10X Growth Conference, Rainmaker, and InnovateWork Toronto. Here are some top sales compensation orientated conferences happening throughout the rest of 2018. SiriusDecisions Sales Leadership Exchange, 8-11 May 2018, Las Vegas: Focused on B2B leaders in sales, sales operations, sales enablement, incentivization, and channel sales, this conference


Dave Johnston Considers Sales Comp and Connecting Payment with Performance Ahead of InnovateWork Toronto on April 16, The Sales Resource Group’s President, David Johnston, was published in Tech blog, David Johnston’s latest article is called Connecting Payment with Performance and considers why communicating the link between pay and performance is so vital to creating an environment where salespeople are focused and motivated to achieve. Read the extract… Why Your

sales comp plan for 2018

InnovateWork Toronto Panellist David Johnston Offers His Take on People Analytics Ahead of Big HR Summit The Sales Resource Group’s President, David Johnston, was published this week in Toronto-based HR publication, The HR Gazette. David Johnston’s latest article is called People Analytics – Why We Need to Invest in More Than Just Data! and considers why so many incentive programs have failed to meet expectations, what are the root causes of lack of commitment


Few factors are more vital than maintaining a competitive sales compensation when it comes to recruiting, hiring, and retaining the best salespeople. Here are our tips to help you make better decisions about base salary, commission, bonuses, and other vital factors which will influence how your sales team members act. Transparency First and foremost, we suggest that whenever possible, be upfront and transparent with your sales team members. Make sure

social selling

Sales Compensation Strategies for Getting More From Middling Sales Pros Most business leaders are focused on rewarding and retaining top performers (aka the ‘breadwinners) with the assumption that by making the top lucrative enough, it will increase everyone else’s performance as they try to get there (which is a false presumption). Sales leadership and sales operations spend hours in meetings discussing how to design a sales incentive plan focused on

Increase revenue

A recent report from the Alexander Group’s Sales Compensation practice found that sales departments increased sales volume 5% in 2017. This was equal to the projected growth of 5% estimated at the end of December 2016 for 2017 performance. Meanwhile, sales leaders expect sales revenue to grow 6% this year. 2% was the median increase in incentive payments to sales personnel in 2017, matching the planned 2% increase anticipated at


Your sales team is vital to your company’s bottom line. The way your salespeople are recognised and compensated can have a huge impact of the revenue your organization can achieve. No sales comp plan is perfect but finding the correct balance between controlling the downsides while still reaping the positive effects will distinguish your from your competitors. In this SRG article,  we’ll discuss one of the most-used sales comp plan

Increase revenue

Every business wants to find that fuel that will accelerate the sales engine. Often, they turn to sales commission as the solution. Done correctly, commissions can be that foot on the gas that your organization needs; however, commission-based sales also create new challenges for organizations, and making changes to existing commission structures can cause dissatisfaction in the team. Find out how to structure commission to ensure that your implementation is