For companies who operate on a calendar year, now is the time when sales leaders are asked to review and revise their sales compensation plan. And of course, they have to do this on top of everything else they need to do: closing year end business, finalizing next year’s sales forecast, organizing holiday thank you gifts to current customers, etc.
If you have asked your sales manager to review the compensation plan and make recommendations for revisions (or if you’re a sales manager who has been given this task), let me help you out with a list of blog articles to consider as you get started. The most important thing to keep in mind as you tweak a salesperson’s compensation plan is that you have to show them how they can continue to be successful under the new plan. In other words, you have to be able to sell them on it.
Blogs:
Get Sales Compensation Right to Recruit Winning Salespeople
Do We Have Sales Compensation All Wrong?But I'm a Sales Guy! The Story of Motivation and Compensation
Dunkin Dunuts - Time to Make Sales Compensation and Sales Competencies Work
How to Change a Crappy Sales Compensation Plan to a Better OneSales Compensation - Exceptions to the RuleWhen it Comes to Compensation Sales is Not Like Baseball
Does Changing Compensation Increase Sales?Sales Candidates, Sales Compensation and the Number of ResumesTop 7 Sales Force Compensation Secrets
Compensation Stupidity Again?
Compensation - the Unchanging RoleHow Wrong are Company Methods to Rank and Compensate Salespeople?
Sales Compensation and Stupid Human TricksA Different Look at Sales Compensation