Applying an indifferent and problematic sales motivations system to the sales force

The primary objective of a sales incentive is to increase productivity and the firm and to align the sales strategy to the company’s philosophy by passing messages to the sales force. It is a necessary tool for a sales manager to set sales expectations and exceed them. Having known the direction of sales and prospective … Read more Applying an indifferent and problematic sales motivations system to the sales force
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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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