What’s The Best Model For Incenting Cloud Sales?

The shift from hardware to services has revolutionized the sales process and put pressure on the C-suite to come up with new norms for compensating their sales force.

Joe DiMisa, a senior vice president at New York-based Sibson Consulting, offered advice for attendees at an XChange Solution Provider 2016 breakout session Thursday on how they should compensate in a cloud-based world.

“The more you can bring documentation, methodologies and best practices to the equation, the better you can solve the problem,” DiMisa said.

More than 90 percent of Nashville, Tenn.-based Education Networks of America’s business today is recurring today, meaning the company must focus not only on winning new business, but also on protecting its existing business, according to its director of technology, Simon Weller.

Here are five areas of sales compensation DiMisa said partners should focus on.