Category: Incentive Compensation Plan

Although there are other essential aspects of a sales motivation scheme, presenting a motivation scheme is also a vital element which should be given a lot of attention. This element comprises of ideas, design, and evaluation of a motivation system. Problem arises when a motivation scheme is not well communicated to the sales force. A … Read more How to present a motivation system to salesforce

Sales motivation scheme is created to serve as a platform where sales management renders both financial and idea opportunities to salespeople. The scheme comes as a bonus or commission to the salespeople depending on the incentive plan.  Aside from adding a payment cap to the commissions paid, other design methods that one can apply, and … Read more How to correct an ineffective 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