Sales Comp Solutions - Six Most Common Challenges
Overview:
You've got the basics down - right sales roles, right pay structure, right core measures and plan mechanics - but your sales team's focus still isn't quite right, and maybe the comp plans could help. Do your product divisions want a separate quota for each product line - but you know that would make the plans way too complicated? Is your CFO concerned about how many people are being paid on each sale, but you know "it takes a village" to close some of your opportunities? We'll discuss six of the trickier sales comp challenges and your options for a better approach.
Why should you attend: You have some business challenges, and some of the leadership feel the sales comp plan could be changed to make things better. Others are convinced that changes could also make things worse. How do you sort through all those opinions and get back to the reliable principles that will provide solid guidance?
Areas Covered in the Session:
- Top producers appear to be a bit too comfortable (even coasting?)
- We have goal-based plans and some crazy payouts - just because goal setting is so hard in our business/market/situation
- We need sales people selling across our offering, but we don't want to complicate our plans with too many measures
- We need our sales people to work together to close deals, but we can't double-comp
- Our sales people are too focused on the top line - we need better attention to profitable sales
- How do we keep sales people motivated when we are required to deploy unattainable sales goals?
Who Will Benefit:
- HR Generalists supporting sales teams
- HR Managers
- Compensation Managers
- Sales Leaders
- Business Owners