COMPENSATION & INCENTIVES - TUTORIALS, ARTICLES

SALES COMPENSATION - PLANS, TUTORIALS & TIPS

To apply the right level of sales compensation is difficult and these incentives may even not work. See below our guide to plans, tutorials and many useful tips:

• Sales Compensation: It's Not Working - Take a chance and change the way you pay your sales force.

• Sales Compensation Systems: End-User Perspectives ("..Emerging sales compensation systems and commission configuration technology provide organizations with the opportunity to improve a selling organization's performance. Getting sales people to meet their performance targets by selling the right products and services to the right customers is the core challenge...")

• Sales Compensation Plans: Challenges And Opportunities ("..Your sales compensation plan can help motivate your sales team to achieve the greatest sales success and profitability for your company, or it can merely cost you a lot of money. Optimizing Your Sales Compensation Plan ("..The goal of your sales compensation plan is to reward sales success while motivating increased sales performance. Crafting a sales compensation plan that meets your company's business objectives, motivates sales reps and is easy to track and manage requires careful thought. Follow these steps...")

• Guide to Sales Compensation Planning ("..There are five steps in developing a sales compensation plan..")

• Sales Compensation ("..If your sales people are not focused on generating profits, they are probably spinning their wheels on everything else a sales person.." - Tutorial)

• Incentive Pay Isn't Good for Your Company ("..A company's president explains why he is opposed to incentive pay, and why bonus plans failed at his company..." - Case Study)

• Sales Compensation: The Old rules No Longer Apply ("..There was a time when almost every leasing company paid their sales representatives based on a simple formula. They were paid a percentage of volume generated. Over time...")

• Ten Steps to Improve Your Sales Compensation Plan ("..Are you unsure how to pay your sales staff? Are you paying for the effort you want? Are you getting the most from every compensation dollar? If you're not sure, follow these steps to get your plan in gear..."- Checklist/Tips)

• Is it Time to Revise Your Sales Compensation Plan? ("..Self-analyze your organization and see if you could benefit from redesigning your sales compensation plan..." - Detailed)

• Sales Management Strategies - Effective Retail Salesperson Compensation Plans (Detailed!)

• and more...

SURVEYS, REPORTS & STUDIES

There are many compensation studies and surveys on the net. Here are a few of them:

• Compensation and Benefits Survey Results (NFPA Compensation and Benefits Report. Summary)

• Still Riding High - Compensation for credit union CEOs survived last year’s up-and-down economy. )

• Principles of Sales Compensation - How to compensate different types of salespeople to satisfy different types of customers)

• Sales Compensation Levels ("..The chart below summarizes salesperson effectiveness ratings collected from 23,000 business decision-makers...")

• Advertising Sales Compensation Survey 2001 (Detailed article)

• The Sales Compensation Survey [$] ("..provides the highest quality, most comprehensive data to help your company design and implement effective sales compensation programs...")

• The Sales Compensation Handbook - All the information and tools needed to design and implement state-of-the-art sales force compensation programs. [$]

• and more...

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