Special Report on
Design Sales Compensation Plans Carefully
Design Sales Compensation Plans Carefully - Trends
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Regular diagnostics will help you increase the effectiveness of your incentive compensation program. By becoming intimately acquainted with the program's strengths and weaknesses, you'll be in an excellent position to make important decisions like when, how, or even whether to implement changes. In turn, this will keep sales people focused and productive. Considering the acute sensitivity of incentive compensation and its impact on sales effectiveness, a structured evaluation makes good business sense. For these same reasons, care must be taken to ensure that the management of incentive compensation programs ...
We've all heard the notion that money is not a primary motivator of people. We're here to dispell that notion, especially as it relates to your sales force. While a number of factors enter into the motivation equation, compensation certainly ranks near the top for sales people. In fact, someone not motivated by money might not be effective in a sales position. But most companies seem to struggle when designing sales compensation plans. There are a number of questions that surround building the plan. Should we use a straight commission plan? Should it be a straight salary plan? ... Read More
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DESIGN SALES COMPENSATION PLANS CAREFULLY
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JCCC Board of Trustees 5-21-2009