Everything you want to know about sales compensation, but were afraid to ask
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.