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Main Reasons For Changes In Sales Territories During The Year

When managing a sales team or creating a sales compensation plan, the definition of a sales territory must be clearly understood. Many people make the wrong assumption of thinking that sales territories are limited only to geographical areas. The truth is that a territory assigned to a salesperson may as well consist of a certain … Read more Main Reasons For Changes In Sales Territories During The Year
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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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Less Stress and More Efficiency – How To Administer Your Sales Incentives Scheme

I’ve been in sales for more than 15 years now. I’m well practiced at the sales process. I know I’ll get my quota every year, and my company will let me know what targets they want me to meet. Most years, I’m given my “Commission Plan” at the start of the year. This tells me … Read more Less Stress and More Efficiency – How To Administer Your Sales Incentives Scheme
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