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It’s Not Too Late to Design Your 2012 Sales Compensation Plans

Posted by www.makanasolutions.com Admin on Tue, Jan 26, 2010 @ 11:10 AM
  
  
  
Haven't gotten around to designing your 2012 comp plans yet? You are not alone. Sales execs are telling us that they are busier than they expected. Demand is increasing, sales team resources are being stretched, and there isn't a minute to sit down and come up with new plans.

But if you don't carve out some time now, you'll be playing catch up the rest of the year, and you will leave money on the table.  Here's why:

This year promises to bring its own set of challenges and opportunities. Your revenue and profit goals reflect your expectations for 2012. But you won't achieve them if your sales comp plans are designed to meet 2011 goals and conditions.

A new year gives you the opportunity to improve on your sales plans - align them better with your goals, make them clearer for your sales reps to understand.  New and improved plans will help inspire trust in management and the organization. And by giving your team clear direction, you motivate your reps to greater achievement.

Great sales comp plans provide a great evaluation and management tool. If you don't spend some time now developing a good plan, you will spend much more time the rest of the year figuring out how to evaluate your reps' performance.

 

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COMMENTS

I enjoyed your article. If you have interest, I have included a link to an article I wrote on the 5 Keys to a Successful Compensation Plan.  
 
Although it is simplistic, incenting the behavior we want is the key - salespeople always try to exploit a sales compensation plan to make the most money - hopefully it is written well so they focus on what sales leadership intended. 
 
http://propelisconsulting.com/wp-content/uploads/2011/01/5-Keys-to-a-Successful-Sales-Compensation-Plan.pdf 
 
Mark

posted @ Friday, January 07, 2011 1:17 PM by Mark Thacker


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