True alignment starts with clarity about what the business is trying to achieve and how sales performance will be measured against those goals.

The Software Value Incentive (SVI) plan, to be announced Thursday and highlighted at PartnerWorld next week in Las Vegas, adds a new deal registration system to help partners put dibs on new business ...

To motivate, manage, and reward B2B salespeople, many companies use sales incentive plans that link large commissions or bonuses to individual results metrics, such as territory quota achievement. As ...

As investor expectations shift, regulatory pressure mounts, and business models evolve, compensation committees are moving away from short-term incentive plans that rely solely on a single financial ...