Is your Sales Compensation Plan aligned with the times?

Topics:
Analysis
Tags:
Sales,
Sales Compensation,
Sales Force Management,
Sales Strategy,
Vault
Source:
Vault

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Overview: In today's fast changing world, the three to five year rule may be too long. More and more companies are reviewing their sales compensation plans annually. With the rapid changes in technology, owners of businesses need to review sales plans more frequently to determine if the plans are aligned with the company's objectives. A review of the sales plan is needed to confirm that the rewards sales employees receive are commensurate for their efforts and skill sets utilized to achieve their sales goals. Today, businesses find themselves constantly revising their business plans to be successful in this fast changing environment. Sales employees tend to sell the products they know best even if they do not exactly align with the company's objectives. Hence, by beginning now, companies can review the plans, model possible changes, cost out changes, design new plan components, and prepare communications programs so that revisions will be ready for introduction before the new year begins.

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Format: HTML | Date: Jan 2003 | Pages: 1

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