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Sales Compensation

sales compensation

Sales Compensation

Sales compensation is probably the most complex type of pay, and one that absolutely must be done right. Commission? Bonus? Base pay? Successful companies maximize their sales investment by using the right sales compensation plans and incentives to motivate performance and drive business results. A well-designed plan ensures alignment between sales force efforts and business objectives.

Companies focus on Sales Compensation because:

  • The best sales compensation plans should pay the best performers much better than average or low performers
  • Competitive data drives the final design, not “gut feelings”
  • They understand plans must be well-documented and communicated
  • Sales is the primary driver of revenue and bookings

Our experience in Sales Compensation includes:

  • Review of sales administration processes and recommendations for improvement
  • Analysis of quota setting and territory performance
  • Research on plan calculation tools that can simplify plan administration, reduce errors, improve participant understanding and confidence in their payments
  • Developing driving principles to use in sales plan designs
  • Identifying and segmenting of incentive eligible sales roles
  • Designing plans that focus on primary business, marketing and sales objectives
  • Identification and definition of functional roles and responsibilities in designing and administering plans
  • Modeling sales plans for various projected outcomes
Communication and Change
  • Creating plan documents and communication materials
  • Creating transition plans and understanding principles of change management
  • Directing engagement with other stakeholders such as finance, sales executives, sales operations and payroll
  • Communication and Training plans and materials aligned to your needs (management and participant)

At Alliance Compensation, we can engage at whatever level is needed, whether a start-up, an annual update or a total rebuild. We help clients develop targeted, achievable performance objectives and plans to align sales performance with strategy.

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See all services at View related testimonials at Home – Alliance Compensation. Contact Jim Harvey for more information, Our Team | Alliance Compensation.

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