There’s a direct chain that goes from the business strategy all the way to the measures and objectives in the sales comp plans. If you can’t demonstrate these linkages, your sales compensation plans may not be doing all they can to support your business’s success.
Especially for large or complex sales, it often takes more than one person from the sales team to close the deal. If the two people are…
Relative ranking plans work best for sales forces in which collaboration is not a key requirement for success…
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’…
If the comp plan focuses exclusively on immediate results, making progress for the long run may not seem very important to the salespeople. To focus sales activity on strategic effort…