‘Get In the Game: The Playbook for Serious Sales Performance’ – ‘Business.com’ Blog
Mark Donnolo says, “One of the keys to great a sales compensation plan is having a playbook for your team to reference as you go through the design. The team can stay on track not only during the design phase, but as you govern the plan throughout the year and evaluate the plan for the next year.
A solid framework for your sales compensation plan allows you to proactively build a program that aligns to your C-level goals, year after year, rather than merely reacting to last year’s poor performance or higher than expected cost of sales.
And, before starting on compensation, don’t forget to set the foundation by identifying the C-level goals and defining sales roles. Understand the key requirements of every job to isolate the critical strategies and success factors of each. Then, take these four steps into consideration to proactively design a world class sales compensation program“.
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