A recent Alexander Group survey showed 59 percent of participants reported quota setting as the top challenge among over 20 choices for their sales compensation program. Accenture research tells us that about 90 percent of companies leverage some quota-based incentives. Clearly, quota setting and management is a major focus for most sales teams. Read more

Employee compensation accounts for most of the expense base for service-oriented companies. The true ‘driver’ for this expense revolves around workforce planning. Creating a projection that matches the size of the workforce to the demands of the business can be a difficult exercise. Like most complex tasks, breaking it down into manageable components makes it easier to implement. This is the core principle behind driver-based compensation planning. Read more