Three approaches that work are: (1) split the plan into New and Existing components, (2) single component goal-based plan with a goal that requires good retention/penetration and New, (3) pay on net new.
While many established sales organizations use the hunter-farmer model as their sales force organization model, there are inevitably geographic territories or customer segments that do not justify both “hunters” and “farmers’…
The first question about the multi-year maintenance contracts is whether the role for which you’re compensating is a new business role or an account management role. If its primary focus is gaining new business…
Often incentives work so well for one set of positions that the company decides if it is good for the sales force it must be good for the whole company, and before you know it administrative assistants are being paid based on number of emails answered.
Account Managers usually have responsibility for managing the relationship and growing the business with assigned existing accounts. There are many possible compensation arrangements for Account Managers — but here are some tips…