Sales compensation is supposed to be key tool for motivating your team to exceed their sales goals. Too often though, it's a source of complaints and distractions, as the sales organization struggles to make sense of quotas, crediting policies, and confusing plan rules. Learn the role you can play in helping to design and manage an effective sales compensation plan - one that's fair, focused and simple.
This presentation features a case illustration, and focuses on:
- The plan design process and sales management's points of influence
- Quota allocation approaches and key inputs
- Use of the Plan as a key coaching tool
- Measuring new plan success
Presenters:
Scott Barton and Rob Bentley, senior members of Aon Hewitt's Sales Force Effectiveness Practice
