Beyond the Bell Curve
Mike Torto, President and CEO of Centive, takes a look at the cause of a multi-billion dollar company’s $40 million overage in commission expense and recommends best practices for avoiding this costly mistake.
Mike Torto, President and CEO of Centive, explains that when commission budgets are greatly exceeded, the health of the organization may be at risk and warns that more commission dollars may not necessarily mean more profitability.
Torto draws from his own experience and recommends three critical dimensions that must be considered when modeling sales compensation budgets with expected (and unexpected) performance. This is a must read for all organizations in the commission planning phase or those experiencing unexpected sales volume and related commission expense during the course of the year.
