The sales compensation plan is one of the most powerful drivers of performance in the sales organisation and represents one of the largest expenses a company incurs. However, many organisations take a backwards approach to sales compensation, tweaking the mechanics, changing accelerators, or adding SPIFs. The results don’t improve, the organisation is frustrated, sales costs are out of line, and it’s back to the drawing board next year.
An effective sales compensation programme has to be driven by the strategy in a language the sales team understands and can execute upon. It is a direct line between the corner office and the field. Its motivational power surpasses leadership messages, sales strategies, sales management, and sales training. Learn how to create a strategy-based sales compensation programme that will translate your enterprise objectives to sales performance. Join Mark Donnolo and Michelle Seger as they share proven methods and tools you can apply immediately to get results and design a 2020 plan that exceeds your expectations.