When we design a new sales compensation scheme at C4S, we dive in in every technical aspect of the program. From applying different mechanics, considering various payouts, deciding the total target cash compensation and others.
Designing the sales roles and their unique responsibilities plays a significant role in the incentives scheme. Incentives is paid to roles not to people!
This white paper reveals everything that one needs to know (from the sales management to the payroll and incentives design team) about the importance of defining the sales role
A sales incentives scheme is a technical documents. It requires that the appropriate design team along with other stakeholders follow certain guideline and decide specific terms and conditions.
One of the key ones is the definition of the sales roles and their responsibilities. What does each role do, which are the objectives and the way to achieve them?
The white paper covers:
THE IMPORTANCE OF DEFINING A SALES ROLE
COMMON ERRORS TO AVOID WHEN DESIGNING A SALES MOTIVATION SCHEME
THE SALES ROLE IS CENTRAL TO ANY INCENTIVE PROGRAM
CREATING WELL DEFINED SALES ROLES
THE CONSEQUENCES OF NOT DEFINING THE SALES ROLE CLEARLY ENOUGH
HOW TO EVALUATE A SALES ROLE
IS A SALES ROLE ELIGIBLE FOR COMPENSATION?
THE NEXT STEPS