Is A Global Or Local Sales Incentive Scheme Better?

Any business that has a sales force needs the right sales motivation scheme. A good sales incentive plan takes into account all the details of the business, the sales force, the customers and market forces. The right scheme keeps employees happy, motivated and loyal, which ultimately boosts sales. Businesses Are Becoming More Global Selling goods … Read more Is A Global Or Local Sales Incentive Scheme Better?
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Do Team Commissions Work?

The right sales incentive scheme is a must for any business that relies on sales people. Finding the right scheme means rewarding employees in ways that encourage them to achieve more and sell more. You might opt for a commission based scheme, or reward yearly bonus pay based on performance, for example. For some businesses, … Read more Do Team Commissions Work?
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Determining the Total Cash Payout in a Sales Compensation Scheme

Total cash payout (TCP) alternatively called TCC (Target Cash Compensation) is the cash amount sales persons receive for achieving their sales targets. It consists of fixed pay (base salary) and variable compensation, which is the incentives payment for 100% target realization and any other bonuses rewarded. It excludes benefits but includes any direct allowances (business … Read more Determining the Total Cash Payout in a Sales Compensation Scheme
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How To Create A Win-Win-Win For Your Company, The Sales Team, And Your Clients

Have you ever felt you’ve been pressured into buying a different product from the one you were originally looking at because the salesperson was so eager and convincing? 

And then you get back to your office or home, feeling disappointed, almost cheated and too upset to follow up the situation with the company?

Or the sales person traps you in a moment of weakness, promising the earth, and then lets you down with no after sales service? 

And when you do eventually get through to a sales manager or senior customer service manager, you discover you’ve been sold a product that greatly benefits the salesperson’s bank account, but has in your opinion now damaged the reputation of the company.

It’s a situation that can easily arise when a motivation scheme is designed to serve the company’s interests above all. Or where the rewards deployed in sales organizations to incentivize sales people for certain sales behaviors and activities, are not in total alignment with the company’s objectives and plans.

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