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Compensation and Sales Incentive Planning Articles

6 01, 2020

Does your Sales Commission Plan Motivate and Reward, or Dishearten Your Team?

By |2020-08-19T15:21:54+10:00January 6th, 2020|Compensation and Sales Incentive Planning Articles|0 Comments

Sales Commission Plans have long been a point of contention both within and outside the sales force for companies. Initially designed to reward performance, the reality for many companies is the commission is a disruption to the culture and performance of the sales team, particularly at the time of paying; [...]

16 02, 2016

What sales compensation plan should you pay a Sales Leader?

By |2020-09-02T08:46:50+10:00February 16th, 2016|Compensation and Sales Incentive Planning Articles|0 Comments

A question asked as CEOs struggle to understand the right sales compensation plan for their sales leaders (managers). There are rate cards published by various recruitment companies as a guide, but how accurate are those numbers? The rate cards have some industry variation but often that is not even taken [...]

18 03, 2015

Sales Incentive Plans that Undermine Success

By |2020-09-11T08:54:35+10:00March 18th, 2015|Compensation and Sales Incentive Planning Articles|1 Comment

Sales Incentives plans can have the opposite effect to what you originally planned. Compensating salespeople can be one of the most significant challenges management face when determining an effective selling strategy.  From experience, you know an effective incentive plan will motivate team members and win new business whilst protecting and [...]

15 05, 2014

How Well Does Your Compensation Plan Support Your Strategy?

By |2020-08-19T14:02:44+10:00May 15th, 2014|Compensation and Sales Incentive Planning Articles|0 Comments

Getting your team to focus on the right customers and elements of your strategy can be difficult. Your compensation plan can be a great tool to assist you in getting your strategy implemented and the sales results you want. For companies that do not use their compensation plan or develop [...]

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