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The Six Dimensions of Sales Roles

Defining sales roles has a direct connection to the sales compensation plan.

How Does Your Revenue Grow?

When companies grow from year to year, they don’t grow in a straight line. They hold onto some revenue from current customers, they lose some revenue and customers, and they grow in other areas. Analyzing the ebb and flow of revenue and profit can help a company understand how it grows, plan for future growth, align sales roles, and motivate the right results in those roles.

How Do You Define Sales Roles?

Organizations change, as do sales strategies. (But not people. People don’t change. More on that later.)

 

As sales strategies are modified, sales roles either evolve or fail. One CEO with whom we recently worked pays close attention to the sales roles supporting his sales strategy --year after year. 

 

Setting Your C-Level Goals for Sales Compensation

As sales executives determine priorities for their business, they need to set their C-level goals. These define the objectives for the sales compensation plan. They provide clarity for how to design the plan and the behaviors the plan’s going to drive in the organization. Once set, the C-level goals will force answers to the key questions – “How are we going to market?

Your Revenue Roadmap: Driving Your Sales Strategy with Compensation Part 2

This is the second in a two-part blog. For Part I, please click here.

“I like to say that the comp plan is the caboose, not the engine,” says Doug Holland, director of HR and compensation at Manpower. “Compensation should never be driving the strategy. The strategy drives the compensation. It’s incredible, especially in times of stress, how that message can kind of get lost.”

Your Revenue Roadmap: Driving Your Sales Strategy with Compensation

This is the first of a two-part blog. Read Part II here.

One of the first things we do when we look at sales compensation is ask: How should the priorities of the business be represented in the sales compensation plan?

 

One of the ironies of sales compensation is that while it’s a tactical program, it can churn up issues that are actually bigger sales effectiveness misalignments.

Looking at the Big Picture for Sales Success

Communicating the New Sales Comp Plan: Key Steps Part 3

Company culture plays a huge role in making change. Some cultures operate on stability and are naturally change averse, while others are change tolerant and even change seeking. It’s important to know the organization’s and individuals’ comfort level with change in order to message and manage well.

Communicating the New Sales Comp Plan: Key Steps Part 2

Craft the Change Story

Communicating the New Sales Comp Plan: Key Steps Part I

Communications Points

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