Our Blog
The OpenSymmetry blog provides readers with information about our services, the advice from our thought leaders and SPM technology experts, and much more. Feel free to filter by category and let us know if you have any questions.
What is a Sales Quota?
What is a Sales Quota? A sales quota is a sales goal, sales target, or minimum sales level that a sales entity – team or individual – aims to achieve. Sales quotas are typically time-sensitive – set to be reached monthly, quarterly, or yearly – and can be measured...
What is Total Target Compensation?
What is Total Target Compensation? Total Target Compensation (TTC) refers to the total amount of pay that a role will earn for 100% achievement of expected results. This encompasses both fixed and variable compensation, including base pay/salary, bonuses,...
Quota Setting, Deconstructed.
What is Quota Setting? Quota setting can be described as one part numbers, one part experience, and one part intuition. So how do you concoct the most accurate methodology of setting sales quotas in an ever-changing market, industry, and sales organization? Three...
What is Pay Mix?
What is Pay Mix? Pay Mix Definition Pay mix is the ratio of fixed pay to variable pay in a salesperson’s compensation. It’s represented as a percentage split of total target compensation (TTC), with the first number representing base salary, and the second the...
What is Sales Performance Management?
What is Sales Performance Management (SPM)? Companies invest a lot in their sales organizations. Unsurprisingly, there is a very sizeable expectation put on sales teams to deliver results – but they can’t do it alone. Successful sales performance management...
You asked, we answered: Should I pay reps on booking or cash?
You asked, we answered: Should I pay reps on booking or cash? He took the money and ran. Closed a jaw-dropping deal, cashed in a fat commission, and got the heck out before it fell through. As a sales compensation consultant at OpenSymmetry, I have heard countless...
Finance Exclusive: Businesses must leverage technology to adapt and grow more aggressively
Where should Sales Compensation sit on the Finance agenda and why is it important as a strategic tool? To view the on-demand webinar, click here. Blog post by: Anthony Hutchins, CEO, OpenSymmetry Whilst I think we can all agree that Sales Compensation is important...
A Forthcoming Shift of Pharmaceutical Sales Compensation Plans?
A Forthcoming Shift of Pharmaceutical Sales Compensation Plans? Sales in the pharmaceutical industry has been a rigid and consistent business. Tactics may have changed, but for the most part these sales teams still run on a commission or quota based metric...
Key Indicators of Future Sales Performance
Key Indicators of Future Sales Performance Each market sector has unique growth challenges – high competition, increasing regulation, and changing buying patterns from savvy customers. With that in mind, how do you ensure that your sales strategy is not an empty...