Designing New Sales Compensation Plans
The science of best-practice sales compensation plan design
In this article published on Salesopedia Bob Conlin, Centive’s CMO, discusses the importance of sales compensation and incentive pay in influencing both the performance and morale of your sales team.
Says Bob, “Sales compensation plan design is a science; there is no art to the process. Sales compensation plans based on gut feel 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, follow a repeatable and structured approach to the design of new sales compensation plans.”
Bob goes on to elaborate on the critical steps of best-practice sales compensation plan design, from knowing the company goals to plan measuring and adjusting.
Read the full article: Designing New Sales Compensation Plans
