How to Avoid Sales Compensation Gotchas
Exposing the Problems with Various Compensation Schemes and Exploring Potential Solutions
While no variable compensation approach is ever going to be perfect, if you're aware of the potential ramifications and problems, you stand a much better chance of crafting a structure that minimizes the unintended consequences. In this guide, you will learn about:
- The most straightforward sales compensation strategy...that also happens to be the most costly and damaging.
- The intuitive compensation "solution" that really doesn't address the heart of the problem to the degree people think.
- The biggest mistake that far too many companies are still making with their sales compensation programs.
- Four different sales compensation strategies and approaches that are being leveraged by leading companies.
This guide is just one of hundreds of educational resources you get access to as a PricingBrew Journal subscriber.
More Subscriber-Only Resources From Our Library
-
Fighting Over-Discounting in the Field
Over-discounting in the field is a frustrating reality for most B2B pricing teams. So, how do you prevent it from happening? In this Expert Interview, Chaz Napoli shares the strategies and tactics he's found to be effective through hundreds of customer engagements.
View This Interview -
5 Pricing Trends You Can't Afford to Ignore
From our unique vantage point, we've identified a number of larger trends that pricing teams need to be prepared for. In this on-demand webinar, we explore five of these trends and discuss the implications and ramifications.
View This Webinar -
Getting the Top Job in B2B Pricing
How do you become a Vice President of Pricing at a multi-billion dollar B2B company? A great first step is to get some advice from someone like Dick Braun, the Vice President of Strategic Pricing at Parker Hannifin.
View This Interview -
Earning Pricing a Seat At the Table
In this session, learn about bridging the gap between just executing the plans that are handed down to actually having a hand in developing those plans.
View This Webinar

Why Subscribe?
When you join your peers and become a PricingBrew Journal subscriber, you get immediate access to this guide as well as all of these other features:
- Training WebinarsDozens of on-demand webinars covering crucial pricing topics with new webinars every few weeks
- On-Demand LibraryA searchable library of hundreds of concise guides, tutorials, cases, assessments, and research reports
- Expert InterviewsLearn from others in pricing who’ve “Been There and Done That” through our Expert Interview Series
- Help DeskAsk our team of analysts for advice, insights, and perspectives on your specific pricing challenges