Seven signs your sales comp plans could be doing more for your business
1. Do your sales people appear to be “coasting”?
2. Are your sales people acting like teenagers?
3. Are your sales people selling – but not the right stuff?
4. Are your sales people confused about their sales comp plans?
5. Are your “keepers” leaving?
6. Are you having trouble hiring top talent?
7. Are your sales comp costs going up?
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Latest posts in our library of
Steady Selling for Stable Revenue – Linearity Incentives that Actually Work
Linearity is steady selling through a year, or a quarter, or even a month. It matters to many businesses, and so many try to incentivize it in their plans. Click through for a collection of all the best ideas to help your team sell more earlier, and more steadily all year.
How are comp plans for inside sales different?
Any tips for putting together an incentive plan for “inside sales” employees? We are trying to get our employees into a “value-added selling” frame of mind (instead of price-point) and want to provide an incentive.
What is the Difference Between a Commission and a Bonus?
The difference is that the “commission” is communicated as a “piece of the action,” whereas a “bonus” is a fixed incentive amount offered for achieving a specific objective. Commissions and bonuses both have their place in sales compensation plans – but knowing when to use which one can be a bit tricky.
How much of our sales team should we include in our President’s Club?
The best way to make sure you include the right people is to start with your goals. Why do you have a President’s Club?
Webinar: Predicting the cost of your sales compensation plans
(52 mins) Predict the cost of your proposed new plans using the right aggregate cost modeling technique. View this webinar to understand three good bases for modeling the cost of the new plans based on either a synthetic distribution, your historical performance distribution, or a simulation. Example of all three are provided in a downloadable Excel file.
What is the ROI on a sales compensation plans redesign?
A sales compensation design effort yields results in three areas: revenue increase, margin improvement, cost of compensation in relation to sales productivity. Be sure you know why you are changing your plans and what you hope to accomplish, and your plan design will be much more likely to yield improved results.