Five reasons why you should analyze your sales compensation scheme

In earlier texts, we have established how vital a motivational scheme is. It is safe to say the aims and objectives of a company cannot be achieved if this scheme is not reliable. This is because the plan not only pushes the salesperson to meet the target but also perform them. It is therefore imperative … Read more Five reasons why you should analyze your sales compensation scheme
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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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