You have a new sales role on your team. Maybe it’s your company’s first foray into Inside sales, or maybe you just approved a requisition for a new channel manager role. To set things up correctly from the start, follow these steps…
Sales compensation plan design basics are covered in this article published in WorldatWork’s Sales Compensation Focus magazine.
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.
The variable pay plan should take care of minor fluctuations in sales volumes. For larger shifts, the staffing level and/or coverage model will have to be addressed.