If your fiscal cycle is a calendar year, your sales compensation planning season for 2018 is officially over! YEAH! You’ve done the hard work. You analyzed 2017 sales, attainment distribution and commission expenses. You mapped the 2018 company’s goals into measurable, actionable items by your sales team. You’ve made sure the job roles support the company’s growth strategy. Each plan has been carefully designed to focus the sales team doing the work that needs to be done and

There were a lot of holiday gatherings this year and friends talked a little bit about business and a lot about other things. At more than a few gatherings I was talking with C-level executives who are facing some challenges going into 2018. After a glass of wine, the conversation would sometimes turn to questions about how they should structure their sales compensation plans for next year. First of all, let me say, never take business advice from anyone that does not have a