Our answer here is, “tightly and directly.”
Here’s the chain:
- Business strategy
- Operating objectives for the coming year
- Expected contribution of the sales organization to achieving those objectives –> sales goals
- Sales roles with objectives aligned to achieve overall sales success –> key accountabilities by role
- Sales compensation plan measures and goals/quotas
Donya Rose, CSCP, is Managing Principal of The Cygnal Group. She is a recognized expert in sales compensation plan design, regularly speaking at conferences and writing published articles. She serves clients from F500 to growth-stage businesses, and advises WorldatWork on sales compensation hot topics and best practices.