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Reuse Permission Editor’s Note: Workspan Daily will be reproducing a monthly Compensation Café blog post for the benefit of our readers and to encourage further discourse on topics vital to compensation professionals.

Be a sales compensation champion and not a sales compensation czar.; ;Bonus offer: Establish a sales compensation review board consisting of sales management, finance, sales operations and product management to assess sales compensation investments such as sales compensation automation software, quota practices, sales crediting rules and account assignment practices.

Course Advanced Excel Skills for Compensation Professionals Learn to use Excel dashboards, formulas and macros to efficiently analyze complex compensation data.

;See how to effectively organize, group, and display data.; Additional Information While designed for compensation and HR professionals seeking a foundational understanding of statistics to better manage compensation, this course will help anyone who works with statistics and numbers.

Previously visible only to the compensation team, these anomalies could be addressed over multiple compensation cycles or through targeted market adjustments.

Compensation Planning Survey” found that total compensation increases averaged 4.1% and merit increases averaged 3.8%, which were slightly below what U.S. organizations projected in November, but above 2022 compensation increases.

CCOS is often in the range of 7% to 10% of revenue for B2B companies (but will vary by industry, company size and go-to-market model).; CCOS at Forecast When sales compensation practitioners develop their annual sales compensation plans, they conduct careful financial modeling to ensure the new plan pays ~100% of the sales compensation budget when the company achieves its sales forecast.

To be most effective, your workaround plan evaluation should focus on information that is decision oriented and specific, provide critical information about compensation plan effectiveness, highlight issues before they become crises and assist you and the management teams in prioritizing investments.; Reuse Permission Among the biggest issues sales compensation professionals face when trying to determine the effectiveness of their plans are understanding where to start and knowing specifically what to analyze or review.

In fact, WorldatWork’s 2022 Sales Compensation Programs & Practices report found that “revising approach to sales compensation” was the No. 1 priority for 49% of respondents, up from 45% in 2021.

Most compensation professionals understand the importance of basing the geographic differentials on cost of labor, rather than cost of living.