5 Real-World Sales Comp Metrics

Consultant Joseph DiMisa offers five real-world metrics that will help you spot sales compensation problems early.  DiMisa suggests compensation pros look at the following metrics:

1. PAR Analysis: Analysis of churn, penetration and acquisition
2. Pay Differentiation: Ratio of incentive pay to the median
3. Average Pay Composition: Pay composition by component
4. Performance Distributions: Histogram of sales rep performance by a given metric
5. Compensation Cost of Sales: Total compensation (Base Pay + Commissions) for full year reps/corresponding annualized revenue

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