Sales Compensation Plans; Assess, Review, Design!

Types Of Performance Measures And How To Use Them

A sales scheme is a complex system with many moving parts. For example, management must decide how much to pay sales staff, and how much of their pay will be from fixed versus variable salary. One of the key parts of an incentives scheme is the performance measures used by the system. In this article … Read more Types Of Performance Measures And How To Use Them

The Position Of Key Sales Objectives In An Incentives Scheme

Anyone who manages a sales team knows that sales activity must mirror the overall strategy of the company. The point of sales activity is to help the company reach its goals – and the clearer those goals, the easier it is to build a strategy that works. Key Sales Objectives (KSO) are related to the … Read more The Position Of Key Sales Objectives In An Incentives Scheme

Defining The Job Role Might Be The Answer To Any Commission Plan Problem

The sales incentive scheme is key to the success of any company that relies on selling products or services. After all, the sales incentive scheme determines how much sales people stand to earn. The most effective sales incentive scheme is one that truly motivates sales staff to reach or exceed targets (depending on company aims) … Read more Defining The Job Role Might Be The Answer To Any Commission Plan Problem

Pitching Your Motivation Plan To Your Salespeople

There are specific facts and points one must consider when trying when trying to sell a plan to salespeople. To create market demand and sell products, salespeople are depended upon by sales organization today to achieve this market input/output. This is an essential part of how the system works in most marketing environments, especially in … Read more Pitching Your Motivation Plan To Your Salespeople

4 Common Issues That Threatens The Success Of A Sales Motivation Scheme

Companies regularly seek to increase the revenue without a bogus increment in the expenses. Motivation scheme is one suitable way for achieving this, and we have discussed the pros and cons of the plan in earlier chapters. Even in cases where targets are challenging, this scheme can work magic and shoot up revenues. Companies pay … Read more 4 Common Issues That Threatens The Success Of A Sales Motivation Scheme