Why Your Incentive Scheme Needs Leverage

The incentives system is one of the most vital tools in a sales company’s toolbox. The incentives scheme motivates the sales team to reach their goals and give their best performance. As such, it’s vital that the scheme is properly aligned to the business’ overall strategy.   Each company has a unique strategy and plan. For … Read more Why Your Incentive Scheme Needs Leverage
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Is There A Place For Out-Of-Policy Sales Credits?

I spent part of my career at a financial institution, designing commission plans for a sales force of more than a thousand people. The sales reports soon flagged up the fact that some people were low performing when it came to sales. It didn’t seem that unusual at first – in a sales force of … Read more Is There A Place For Out-Of-Policy Sales Credits?
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Using Draws In An Incentive Scheme

When designing a sales incentive scheme, it’s important that the scheme benefits both the employer and the sales force. One of the biggest questions is how and when to pay commissions, and whether to offer a base salary.  There are a some cases however when the traditional “base salary plus commissions” model just isn’t the … Read more Using Draws In An Incentive Scheme
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The main drivers for a compensation plan change

Sales is often described as the easiest low-paying and the hardest high-paying job in the world, depending on your attitude, the level of motivation, and the design of compensation plans or incentive schemes.. In this article we examine some of the many reasons for changing the compensation plan, and how often these changes should be … Read more The main drivers for a compensation plan change
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