On Demand Webinar

Managed Services Pulse Session: Compensation for Managed Services Sales: TSIA Study Results

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Assembling a sales model for managed services (MS) with the proper resources is challenging enough, but once you build the right sales organization structure, how do you pay them? Historically, there has been a vacuum of objective, fact-based data on this topic. As a result, TSIA recently completed a study on managed services sales compensation, a first of its kind in the industry.

In this 30-minute On-Demand webinar, George Humphrey, TSIA's Sr. Director of Research, Managed Services, will share a summary of the findings from the MS sales compensation study and answer questions that many MS and sales executives struggle with when considering compensation models for the sale of managed services, such as:

  • Do companies establish a quota for sales?
  • Are sales resources paid straight salary, or are they put on a compensation plan with their base at risk with a percentage of revenue reward in place?
  • Which sales functions are compensated?
  • What are the most common compensation performance measurements?

You'll also learn how you can participate as a member of TSIA, the leading association focused on building and optimizing a successful technology services business.