Sales compensation plan design and communication of plans should reward the sales force for the demonstration of desired behaviors and achievement of results in alignment with an organization’s sales strategy. 1.Setting Total Target Compensation...
by Susan Malanowski When revenue opportunities significantly drop unexpectedly due to external situations like Covid-19, many organizations’ sales pipelines begin to slow down, and revenue significantly shrinks. For other organizations, unexpected windfalls may occur...
We are often involved in reviewing a client’s sales compensation plan document for clarity and completeness. What we find when we read this document is that it appears to have been “written by attorneys for attorneys.” If your plan document is the primary means by...
In the process of evaluating the effectiveness of sales compensation on a regular basis, sales organizations want to know how the design of their plans and practices compare to the market. These questions include: What is the state of current plans, are they...
The role of new account sales representatives or Hunters is focused on getting the organization new business. Account Managers, or Farmers, are responsible for growing and maintaining the revenue stream. At a point in time there is a “handoff” of an account from the...
