Sales Compensation Blog

With next year still several months away and the planning season just beginning now is the perfect time to assess your current sales plans.

As part of your current sales plan assessment you should interview sales reps to understand their view of the current plan. And while you're at it, talk to sales management also. Yes, that's right talk with your sales reps and managers, as many as you can. Ask them questions. No, not yes/no questions but more open ended questions. How has the current plan been working for you? How do you determine what you'll make on that sale? Tell me what you have to do to make the kind of money you want to make? You get the idea. Get some suggestions from them. Ask, listen carefully. You will be surprised what you will find out. You are trying to determine their understanding of the current plan. You can't motivate sales reps if they can't understand the plan they are on.

Try to identify areas of improvement. Sometimes something may be very clear to the sales compensation plan designer but the rep doesn't have a clue what they should be doing to earn that money. Makana Motivator helps you easily create understandable plan documents that are individualized for each person in your sales organization.