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Trends, Strategies, & Comp, Oh My!: The State of Sales Compensation in 2022
Trends, Strategies, & Comp, Oh My!: The State of Sales Compensation in 2022
With the uncertainty of today's economy, how does your org provide the resources and structure that your sales teams need to succeed?
How do you balance it against controlling costs and keeping the business healthy?
The results are in.
CaptivateIQ’s State of Sales Compensation 2022 report found that a majority of sales managers (60%) have made adjustments to their plans in recent months, and nearly all (95%) want the ability to keep adjusting in the face of uncertain times.
But if you want your sales team to succeed, it's not enough just to make plan adjustments.
Survey says 2022 necessitates three additional opportunities for change:
1. Reducing hiring.
2. Increasing variable pay as a percent of total compensation.
3. Lowering targets or quotas.
Discussion topics
What’s on the minds of sales teams and sales leaders today? How are they adapting in the face of the market?
How do teams ensure they are building a healthy business and GTM operation in this market?
Key Takeaways
Set targets but be able to adjust to reality and iterate your model frequently
Invest in visibility and continue calibrating collaboratively!
When rolling out new comp plans, make it easier for your team to understand.
The world is evolving so quickly, and buying behaviors are evolving so quickly, what you incentivize your teams should also change very quickly, it’s important to reflect that in the plans that you put in front of them.