It comes the time when designing a sales compensation plan one needs to decide which performance measures to use and the weight they will curry in the program.
Performance measures are those KPIs a sales person is judged and measured upon and consequently incentives are paid for. Deciding the measures to use needs some thinking with the first rule being that these measures shall reflect the goals of the sales team.
As long as there is more than one measures used in the program, one needs to think about the significance each of them will have in the system.
The below inforgraphic gives some insights to help sales management choosing wisely the weight between the measures.
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