Volume 3 Issue 9 September 2008
Prepare for the New Year - Best Practice Sales Compensation Design
Sales compensation is the single most important factor in influencing the performance of your sales team. Effective plans communicate to each rep where and how they should focus their sales efforts in order to meet or exceed specific performance targets.
As you prepare for 2009, keep in mind that sales compensation is your best tool for steering and course-correcting the sales team as market influences drive change in corporate goals. The key to managing change is to have a consistent and proven process for designing, modeling, deploying and communicating new sales compensation plans.
Sales compensation plan design is a science; there is no "art" to the process. Sales plans based on gut feelings or what "worked at my last company" are guaranteed to result in missed revenue, commission budget overruns, and/or costly sales rep turnover. To create quality plans that optimize sales performance, morale and effectiveness, you need to follow a repeatable and structured approach to the design of new compensation plans.
Follow the link below to download the white paper "Designing New Sales Compensation Plans". This white paper describes the critical steps you should follow to ensure your 2009 sales plans are optimized to drive performance.
As you prepare for 2009, keep in mind that sales compensation is your best tool for steering and course-correcting the sales team as market influences drive change in corporate goals. The key to managing change is to have a consistent and proven process for designing, modeling, deploying and communicating new sales compensation plans.
Sales compensation plan design is a science; there is no "art" to the process. Sales plans based on gut feelings or what "worked at my last company" are guaranteed to result in missed revenue, commission budget overruns, and/or costly sales rep turnover. To create quality plans that optimize sales performance, morale and effectiveness, you need to follow a repeatable and structured approach to the design of new compensation plans.
Follow the link below to download the white paper "Designing New Sales Compensation Plans". This white paper describes the critical steps you should follow to ensure your 2009 sales plans are optimized to drive performance.
