Sales Compensation Blog

If you read the recent post titled "Is your sales team a team of winners," then you know best practice states that you want to allocate targets such that 60% of your team is at or above quota. You also want your sales force striving to achieve Winner's Circle status, and more importantly, the title of ‘Top Sales Rep.' When you have a good portion of your reps in this position it encourages behaviors that you want from your team:

• Stimulates healthy competition and camaraderie amongst the team,
• Creates more energy and excitement as the year winds down
• Ensures a diligent work effort until the final numbers are tallied

Is your Winners Circle too Easy?

You may feel the Winner's Circle is either too easy to achieve at this level or not deemed special enough by having more than half of the sales force achieving Winner's Circle status. After all, you want to make this achievement prestigious and only reward your top most performers. In this case, set the Winner's Circle goal at a figure somewhere over 110% of quota. This will ensure that only your top performers are rewarded with that special trip or reward. Let us know what works or does not work for you.