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Sales Compensation ManagementSales Performance Management

Diversify commission tactics

By July 25, 2017June 11th, 2024No Comments

Sales commissions and merit increases are well-established parts of the modern American workplace, but those rewards aren’t the only motivating factors for strong performance. According to the Harvard Business Review, sales and finance organizations tend to treat commission practices very differently. While sales executives tend to look for ways to creatively get their teams to out perform one another, promising vacations or other elaborate bonuses, financiers are more likely to treat commission practices like another account to manage. ( They often set caps on commission rates or offer flat bonuses so commissions rise and fall with company performance. Instead, some successful companies have found more refined ways to motivate employees.

Diversifying commissions
Innovators in the field have found that treating sales performance management like a diverse investment portfolio is the best method for motivating employees. According to Forbes, merit increases and general commission rates can easily become a point of contention if they are not carefully thought through. By thinking of the workforce as broken up into distinct groups and individuals with their own needs, companies can be more effective in bringing out employees’ best work.

Rewarding more than just those at the top
Stars of the company are important in creating successful businesses, but they are not nearly as important as the core workforce. While they may not be individually raking in outstanding sales numbers, core workers are vital to a business, as they represent the majority of workers – a majority without which companies cannot survive. It is important to reward these individuals in order to keep them performing strongly and efficiently.

Treating organization as a means to success
Although approaching company commission rates on an individual and diversified basis is more effective, it can also lead to confusion and turn divvying out commissions into a separate full-time job. In the wake of the evolving culture around commissions, many companies are now investing in sales performance management software to help them further the success of their businesses.

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Ballast Point Ventures

Ballast Point Ventures is a later-stage venture capital fund established to provide expansion capital for rapidly growing, privately owned companies in diverse industries, with a particular emphasis on companies located in Florida, the Southeast, and Texas. The BPV partners have more than 70 years of combined experience investing in and building high-growth companies in a number of industries, including healthcare, business services, communications, technology, financial services, and consumer goods. BPV has $200 million under management and seeks to make equity investments ranging from $3 million to $10 million.

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Harbert Management Corporation seeks to generate superior returns for their investors by identifying and investing in the most promising early growth stage companies in the Southeastern U.S. HMC seeks to capitalize on what it believes are compelling regional dynamics, such as a strong and fast-growing economy, significant research and development activities, and an established entrepreneurial community. The HMC team combines substantial investment, advisory, and operating experience with capital and networking contacts to support great entrepreneurial teams in successfully executing their growth plans. With offices in Birmingham, Alabama; Richmond, Virginia; and Gainesville, Florida, it’s well positioned to partner with entrepreneurs throughout the Southeast.

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