Harvard business review has always been known for its top-notch articles. Sales compensation is a frequently discussed topic, and we have listed the best articles right here.

Harvard students making a sales compensation plan for a review

Rethinking Sales Compensation (2018)

Rethinking sales compensation is a 1 hour webinar, where Frank V. Cespedes, a senior lecturer at Harvard Business School, explains why so many companies have sales compensation plans that don’t work.

How to Really Motivate Salespeople (2015)

If you’re interested in what motivates Salespeople, you should read this great article writer by Doug J. Chung, Associate Professor of Business Administration at Harvard Business School. He explains what happened when researchers started to move out of the lab to meet actual salespeople. 

The Right Way to Use Compensation (2015)

Mark Roberge is a former Chief Revenue Officer of HubSpot’s Sales Division, and was also the fourth employee hired there ! An interesting article about sales compensation.

Motivating Salespeople: What Really Works (2012)

Thomas Steenburgh and Michael Ahearne, both Professors,  explain the 3 categories of sales performers in a company. How and why they should be incentivized differently. A must read.

Harvard students

Compensation Packages That Actually Drive Performance (2021)

Metin Aksoy, Michael R. Marino,Boris Groysberg, and  Sarah Abbott combines theirs skills to describe how the key elements of a compensation plan should be managed to be effective. 

Employee Responses to Compensation Changes: Evidence from a Sales Firm (2021)

What happens in an inbound sales call center when you reduce take-home pay by 7% ? Check the answer in this Harvard business review.

The Effects of Quota Frequency: Sales Performance and Product Focus

If you wonders how quota frequency affects sales force performance, you should this study. The conclusion will surprise you :