The strongest driver of the right sales behaviors is a tool you’re already using: the sales compensation plan. But if its foundation and structure are off base, you could be sending your sales team — and the bottom line — in the wrong direction. There are six essential components that drive compensation plan performance, and they’re worth looking at to ensure they’re doing the job you need them to do.
Mark Donnolo and Michelle Seger recently wrote about the importance of the sales compensation plan for Workspan, the industry standard print publication for World At Work. The most important topics to consider are: