Incentives programs are used today in almost any sales environment. Sales management mistakenly believe that the scheme’s design is an easy job that can be done within a one hour.
Even if they manage to conclude with the terms and conditions, they many times forget to think about extraordinary cases that although not happening frequently they cause discomfort when they are not resolved.
This white paper is going through all these cases and gives solution, showing the way how one can deal with each case.
When we design a new sales compensation scheme at C4S, we dive in in every technical aspect of the program making sure the right people get the right sales credit.
It is inevitable that during the life of an incentives program, sales management will face one maybe more of the below situations where a special treatment is required.
Such events might cause disapproval and disappointment if not dealt properly.
The white paper covers the following ideas around this notion:
INDIRECT SALES CHANNELS
HOW TO COMPENSATE SALES TO THIRD PARTY CHANNELS
THINGS TO CONSIDER WHEN DESIGNING THE RENEWALS INCENTIVES
WHEN TO PAY OR NOT PAY RENEWALS
BIG TICKET SALES
FACTORS TO CONSIDER REGARDING BIG TICKET SALES
THE COMPLICATION OF CREDITING KEY ACCOUNTS
SALES CREDITING FOR KEY ACCOUNTS
DISCREET VS CUMULATIVE SYSTEMS: HOW TO CHOOSE
ADDITIONAL FACTORS TO CONSIDER WHEN DECIDING PAYMENT PERIODS
ALTERNATE SALES CREDIT POINTS
SPLITTING THE SALES CREDITED
CENTRAL VS LOCAL DECISION MAKING
QUESTIONS TO ANSWER TO HELP WITH CENTRAL VS LOCAL POLICIES
INCENTIVIZING THE SALES MANAGER
THE SALES MANAGER HAS A DIFFERENT ROLE TO A SALES PERSON’S