There are few business decisions more critical than how you compensate your sales team. Listen to this episode to learn the sales compensation plan test.
One of my favorite things to do with clients is to read their sales compensation plans and tell them what it directs me to do (if I were their salesperson). Remember, the sales compensation plan doubles as a job description so its going to provide the road map for the sales team.
After the review, I share my thoughts and regularly hear… “No, that’s not what we want our salespeople to do at all. We want them to do this… ”
Hey, I’m just reading what they wrote. Sales compensation design is one of the most critical decisions you will make in your company. It provides the marching orders to your sales team. You can rant, rave and scream, but nothing will be more impactful on sales activity than the sales compensation plan.
Before you deploy your next sales compensation plan, have some of your colleagues from outside the company read it and tell you what it directs them to do. It could be your secret weapon to hitting the corporate revenue goal!
See you next time on the Sales Management Minute.
AUTHOR: LEE B. SALZ
Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning, best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.