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- Sales Compensation Plans: Challenges And Opportunities
- Your sales compensation plan can help motivate your sales team to achieve the greatest sales success and profitability for your company, or it can merely cost you a lot of money. It can even de-motivate your sales representative. There are several important considerations that go into Sales Compensation Plans: Challenges...
- White papers 2003-01-01
Additional Resources
- Optimizing Your Sales Compensation Plan
- The goal of sales compensation plan is to reward sales success while motivating increased sales performance. Crafting a sales compensation plan that meets your company's business objectives, motivates sales reps and is easy to track and manage requires careful thought. Number of steps are defined for Optimizing Your Sales Compensation...
- White papers 2003-01-01
- Is It Time to Revise Your Sales Compensation Plan?
- From the executive summary: ‘Every sales force compensation plan has huge upside and downside potential. On one hand, it can prove to be a strongest strategic tool. On the other, it can prove to be the biggest ongoing cost. Hence, companies must carefully review sales compensation plan to take advantage...
- White papers 2003-01-01
- Sales Compensation Plan Components
- A sales compensation plan cannot be developed carelessly if sales reps are to be properly motivated and compensated. We find that many companies have ill-defined, confusing and generally inappropriate sales compensation structures. Read on to know more.
- White papers 1999-08-09
- Creating an Effective Sales Compensation Program
- In today's competitive marketplace, one face many challenges retaining qualified salespeople. One of the biggest challenges is creating a sales compensation plan that motivates and properly rewards the company's best people. Keeping a watchful eye on the sales compensation plan is an opportunity to improve the bottom line whether directly...
- White papers 1999-11-01
- Designing New Sales Compensation Plans
- Sales compensation is the single most important factor influencing both the performance and morale of your sales team, so it is understandable that making changes to the "Comp plan" causes some level of trepidation. But in business, change is constant. And the sales compensation plan is an organization's best tool...
- White papers 2009-01-01
- Is your Sales Compensation Plan aligned with the times?
- In today's fast changing world, the three to five year rule may be too long. More and more companies are reviewing their sales compensation plans annually. With the rapid changes in technology, owners of businesses need to review sales plans more frequently to determine if the plans are aligned with...
- White papers 2003-01-01
- Solving The Sales Compensation Puzzle
- How do you compensate a quick printing salesperson? How do you solve this puzzle? I think the first step should be a clear understanding of the underlying purpose of compensation. And that purpose should be viewed from two different perspectives: that of the employee/salesperson and that of the owner/sales manager....
- White papers 2003-10-16
- Rewarding Results: The Road To Sales Compensation Excellence
- From the executive summary: ‘The causes of sales underperformance and job dissatisfaction often lie just beneath the surface. Products or marketing strategies are not properly aligned with market conditions. Sales roles are not aligned with marketing and sales objectives. Performance measures are not linked to strategic company and sales objectives....
- White papers 2003-01-01
- Sales Force Compensation
- The compensation of the salesforce is an important tool to boost the motivation-level of the sales personnel. Designing an efficient compensation program for the salesforce is, therefore, an essential requirement. A good sales compensation plan should be economical yet competitive and should attract and sustain deserving sales personnel. The paper...
- Presentations 2003-01-01
- Playing The Pay Game: Designing A Solid Compensation Plan
- This paper provides few principles that can help you design a compensation plan that hits all the right notes: Your margins come first - If your company isn't clearing enough on its sales to ensure profitability, your commission structure may be too rich. So start by determining the impact of...
- White papers 2009-04-27
- Seven Vexing Sales Compensation Issues
- From the executive summary: ‘Effective sales compensation strategy is imperative to boost the motivation of the sales force. Companies use sales compensation to confirm sales objectives, improve sales productivity and reward sales results. Generally, a sales compensation design team can successfully devise an effective incentive plan simply by identifying and...
- White papers 2000-09-01
- Making Changes In Sales Compensation Plans
- Compensation plays an important role in sales management. An effective compensation plan boosts the motivation of the sales force. This encourages the salespeople to give out their best, thereby increasing the sales productivity level. The paper examines the changes to be made in the sales compensation plans to boost sales...
- White papers 2003-01-01
- Design Sales Compensation Plans Carefully
- We've all heard the notion that money is not a primary motivator of people. We're here to dispell that notion, especially as it relates to your sales force. While a number of factors enter into the motivation equation, compensation certainly ranks near the top for sales people. In fact, someone...
- White papers 1999-08-01
- Synygy Sales Operations June 25th Webcast Focuses on Improving Management Visibility into Sales Comp Plan Effectiveness
- CHESTER, Pa. -- Synygy, Inc., a recognized authority on sales performance management, will host a live webcast Wednesday, June 25th at 2:00 PM EDT for sales compensation and sales operations professionals on the topic Improving Visibility into Sales Performance and Compensation Plan Effectiveness.
- Research articles 2008-06-11
- Sales Are Down ... Now What?
- Constantly changing and adjusting compensation to reflect different market conditions requires a constant balancing act between making the sales compensation plan challenging, yet attainable. If quotas are set too high, the salespeople don't feel they can reach them and give up. If quotas are set too low, the cost of...
- White papers 2003-07-15
- Solving The Seven Riddles Of Sales Compensation Design
- From the executive summary: ‘The effective design and administration of a sales plan ensures that target pay is aligned with performance, persuasiveness, marketing objectives, and changing market conditions. Sales compensation is a mission-critical pay program. No other pay program can claim the same degree of impact on sales revenue performance....
- White papers 2003-01-01
- Paying for Performance: Aligning Sales Compensation With Strategy
- An effective compensation plan aligns sales force rewards with company goals, measures performance precisely and fairly, encourages salespeople to stretch their efforts, and provides rewards that attract and retain the best performers. A poorly designed plan, by contrast, can unwittingly focus the sales force on the wrong customers, encourage unnecessary...
- White papers 2001-11-01
- Is Your Sales Comp Plan An Entitlement Program Or An Incentive For Growth?
- It has been seen very often that the compensation plans are not designed to align the organization's goals with the activities and results management expects salespeople to produce. Some relatively simple sales compensation plans reward top-line. While managers struggle to keep up with the challenges of running their businesses, it's...
- White papers 2003-01-01
- Sales Compensation & Performance Management 2009 Survey Results and Analysis
- Based on 1000+ companies, the CSO Insights' 2009 Sales Compensation & Performance Management Report provides summaries of what strategies and tactics companies are employing. The findings offer insights and the report offers suggestions on key elements that should be considered as you plan, deploy and manage compensation plans and sales...
- White papers 2009-10-13
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