Sales Compensation Best Practices: Designing New Sales Plans

Sales compensation is the single most important factor influencing the performance of your sales team. Effective sales compensation plans communicate to each rep where and how they should focus their sales efforts in order to meet or exceed specific performance targets.

But in business, change is constant. And the sales compensation plan is an organization’s best tool for steering and course-correcting the sales team as market influences drive change in corporate goals. The key to managing change is to have a consistent and proven process for designing, modeling, deploying and communicating new sales compensation plans.

Sales compensation plan design is a science; there is no “art” to the process. Sales plans based on gut feel or what “worked at my last company” are guaranteed to result in missed revenue, commission budget overruns, and/or costly sales rep turnover. To create quality plans that optimize sales performance, morale and effectiveness, you need to follow a repeatable and structured approach to the design of new compensation plans.

Follow the link below to download the white paper “Designing New Sales Compensation Plans.” This white paper describes the critical steps you should follow to ensure your sales plans are optimized to drive performance.