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Pay mix
How is the economic uncertainty affecting pay mix?
Start by thinking about sales prominence. Has it changed? Do the sales people have more control over their own success, or less?
Should base pay for sales people be the same for everyone in the role, or should there be a range?
Not managing base is a relatively common practice.. It’s not a best practice in my opinion, but it’s not unusual. There’s a philosophy that says, “Make your own raise – sell more.”
How can I reward project managers who bring projects in on time and within budget?
This high-end residential remodeler wants to reward project managers who bring projects in on time and within budget. Given that they have a great deal of control over on-time, on-budget project completion, it was a great idea to provide them with incentives to make that happen.
Incentive plans for inside sales can be complex, depending on the situation, what should I be on the lookout for?
Before diving into a plan design for inside sales, you must first answer two questions: (1) What type of inside sales are they doing? (2) Do they qualify for the 7i exemption or are they non exempt employee?
How do we design a 100% commission plan, and how does that interact with a draw?
There are many different ways a 100% variable commission plan can be structured, depending on the needs of the business and the nature of the product sold. The most simple approach for pure new business developers is to use a flat commission rate…
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…
A new commission plan for Customer Service Reps
Typically, commission programs are used for revenue generating roles. If your Customer Service Representatives are in a position to influence the customers to buy more, to retain them, to cross-sell them…
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.