Structuring Sales Compensation for Desired Performance
- Topics:
- Incentives and Compensation
- Tags:
- National Independent Contract Dealer Council,
- Performance,
- Sales,
- Sales Compensation,
- Sales Force Management,
- Sales Strategy
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Overview: As a percent of revenue, sales compensation varies by job classification. Account Executives whose primary focus is ongoing relationships with accounts that they have developed over time average around 4 percent of sales. Account Managers whose primary focus is one or two big existing customers average around 3 percent of sales. New Business Development Managers whose focus is generating new business opportunities with targeted major end users average around 5.5 percent of sales. To lower sales compensation as a percent of sales and improve sales productivity, best practices are suggested in this paper.
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Format: PDF | Size: 27KB | Date: Aug 2004 | Pages: 5
