Salespeople are your most important resource. More than anyone else, they shape how the market perceives your company and products. Make sure they’ve got the Sales Compensation Plan they deserve.
Sales Performance Management is a complex discipline that demands a range of skills. Achieving mastery in every area takes strategy and planning.
Whenever advice is given about designing sales compensation plans, there’s one refrain that always gets repeated: create incentives that align strategically with your company’s broader business objectives. We say it all the time, because it’s true. But what does alignment mean, really?
Designing a great Sales Compensation Plan isn’t a one-time event. Rather, it takes detailed ongoing administration, continual refinement, and dynamic management… just like a fantasy sports team.