An effective sales compensation program is a critical element to boosting sales force motivation and growing both sales and market share. An effective sales comp plan also makes selling costs more predictable and reduces the cost of administration.


Yet designing and administering an effective plan isn’t easy.


ZS has been helping companies design and administer their sales compensation plans for more than 30 years. In 2013, we began publishing two blogs–The Carrot and The Exchange–to share tips, tricks, opinions, insights and best practices across a variety of different sales compensation areas.


This booklet contains a collection of select posts written by various sales compensation experts at ZS. If you find the information useful, we encourage you to subscribe to ZS content and visit our Financial Services page for frequent sales compensation insights.