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How do you design sales comp plans for sales roles that have to do two different things well?
How do you motivate the right focus and results, limit “elephant hunting,” and keep both product lines productive?
Sales Director Plan Designs – not the same as those for individual sellers
Sales Director comp plans should bear a strong relationship to the plans of the individual sales people, but should also have a few key differences…
Account Managers vs. Business Developers: Key comp plan differences
Have you decided it’s time to specialize in your sales team? One of the first ways companies do this is by separating the Account Management role from the Business Development role. If you’re thinking of this approach, and if you have a reasonably short sales cycle so that your business developers close at least several new customers per month on average, these tips are for you.