Sales Compensation Plans

Sales Compensation Plan – Terms and Conditions

Posted by David Wallace on November 11, 2009

Most sales reps and managers focus on the commissions section of the sales compensation plan.  This is where your sales rep figures out how much he or she can make – “if I sell x dollars of revenue, I’ll make y dollars in commissions.” It’s equally important to understand the terms and conditions section of […]

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Sales Compensation Plan – Variable Compensation

Posted by David Wallace on November 2, 2009

The variable compensation portion of your sales compensation plan can be made up of three components:  commissions, bonuses and performance awards.  Commissions are earnings tied to sales.  The more sales your sales representative makes, the more commissions the sales representative earns.  Bonuses are earnings tied to pre-defined goals.  You may pay bonuses for surpassing quota, […]

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Designing Your Sales Compensation Plan

Posted by David Wallace on October 28, 2009

As discussed in “Sales Compensation Plan – Goals” (10/22/09), your sales compensation plan needs to be based on achieving specific goals – corporate, personal and sales team retention.  To design your plan, you will incorporate compensation elements such as quotas, awards, bonuses and commission payments that motivate your sales personnel to achieve the plan’s goals. […]

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Sales Compensation Plan – Why Pay a Base Salary?

Posted by David Wallace on October 26, 2009

In today’s economy, I see many postings by companies looking to hire sales professionals on straight commission. Their logic is that if a sales representative is good, the rep will have no problem “eating what they kill.” Straight-commission sales reps are inexpensive to bring on board, do not add to your company’s overhead, and are […]

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Sales Compensation Plan – Goals

Posted by David Wallace on October 22, 2009

Overview Your sales compensation plan needs to motivate your sales representatives to accomplish three goals: Achieve your corporate revenue goals Realize their personal and professional goals Want to work for you and your company In addition, the sales compensation plan should enable you to attract new sales reps as your organization grows. How do you […]

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