Sales Are Down ... Now What?

Topics:
Incentives and Compensation
Tags:
Benefits,
Sales Force Management,
Sales Compensation,
Sales,
Quota,
Market Condition,
Maritz,
Human Resources,
Compensation,
Sales Strategy
Source:
Maritz

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Overview: Constantly changing and adjusting compensation to reflect different market conditions requires a constant balancing act between making the sales compensation plan challenging, yet attainable. If quotas are set too high, the salespeople don't feel they can reach them and give up. If quotas are set too low, the cost of sale is increased. Temporary market conditions are not a good reason for changing the plan. Adjustments to compensation plans should be done proactively, when there are circumstances such as a new product line or developments within the organization that make it obvious a change is in order.

(Is this item miscategorized? Does it need more tags? Let us know.)

Format: PDF | Size: 96KB | Date: Jul 2003 | Pages: 1

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