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The BOK represents the complete set of knowledge and skills required for professionals working in the sales compensation field.

The percentage of sales teams meeting the benchmark declined each year since 2017, reaching a low point in our most recent data set, as shown in Figure 1.

Start in those areas where the work can be repetitive and tedious, such as drafting job descriptions, cleaning up data sets, composing transparent communications and even creating projection models.

Relatedly, we should understand that not everyone has the same set of preferences as to how and when they communicate.

Key Takeaways Setting a precedent.

Sales managers struggle to get quota setting right.

The Solution To address these global-local challenges, organizations can use the following strategies: ;Create a set of standard GTM/coverage blueprints.

Additionally, setting a time frame for the length of the program is a good practice to follow.

As employees increasingly set work-life boundaries, the onus is on employers — leadership in particular — to recalibrate their productivity expectations amid a tight labor market that’s yielded a clear shift in the employer-employee power dynamic.