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- Three Important Steps For Building Compensation Plans
- During the course of your professional career, building new compensation plans will be one of the most important projects you ever undertake. In fact, this project has the potential to be an explosive issue for your team of SuperStars and must be designed with great care. The information in this...
- White papers 2009-01-01
- When Sales Compensation Meets Customer Service
- Offering better customer service is often what differentiates successful companies from those that aren't. When successfully executed this strategy increases customer loyalty, generates repeat purchases and contributes volumes of referral business. So, the question is: "If it works for external customers, why not apply it to internal customers such as...
- White papers 2009-01-01
- The Four Cornerstones Of Effective Sales Compensation
- Effective sales compensation is critical to the success of any go-to-market strategy. Yet the design and management of sales compensation is rarely easy. After all, determining how people are paid is a sensitive matter which can become increasingly complicated when reconciling the disparate needs of key stakeholders in Sales, Finance,...
- White papers 2009-01-01
- 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
- Sales Compensation Best Practices: Executive Analytics
- Given enough time, almost any business metric can be measured - but sales managers rarely have time on their side. Active management requires real-time, or near real-time, measurement of key sales performance indicators. For most sales managers however, those indicators are available only after the close of the month or...
- White papers 2009-01-01
- It Takes More Than Just Compensation To Unleash A Sales Force!
- Sales is a profession that is growing more sophisticated and challenging by the day. Many of today's salespeople, who were adequate in terms of their aptitude and attitudes in the past, are not up to the rigorous demands of the job nowadays. You can have the greatest compensation plan in...
- White papers 2009-01-01
- Rewarding The Superstar
- In an effort to "Align" salespeople to the goals and strategies of the company, many companies are developing sales compensation plans that are specific to the sales role and customer/territory situation that the individual is working in. This customized approach works particularly well within a framework that applies a common...
- White papers 2009-01-01
- Compensate To Motivate
- When structuring sales compensation plans, a company should strongly consider the goals for the company. Working backwards, the goals for the company drive the structure of the sales compensation plan. Thus, they should be directly aligned. If the company's goal is to gain adoption of a new product in the...
- White papers 2009-01-01
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