What is a Sales Quota?

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 in...

What is Total Target Compensation?

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, short-term...

What is Pay Mix?

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 target...

What is Sales Performance Management?

What is Sales Performance Management?

What is Sales Performance Management? 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 planning...

Key Indicators of Future Sales Performance

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...

What is Shadow Accounting?

What is Shadow Accounting?

What is Shadow Accounting? Shadow Accounting is the practice of calculating incentive payout by individual payees apart from official accounting records, for the purpose of detecting errors. This is usually a feature of manual payout calculation processes because...

SPM Transforms the Career Path from Admin to Analyst

SPM Transforms the Career Path from Admin to Analyst

SPM Transforms the Career Path from Admin to Analyst In this six-part blog series OpenSymmetry and IBM outline the impact of Sales Performance Management Technology on each area of the business including Sales, HR, Finance and Executive Management. In this fourth...