Sales Compensation Blog

I have been talking to a few of our customers in the construction industry over the past two weeks. And I first have to say again, how much I like our customers. And not just because they pay us every month, but because they are just like us, they are small businesses trying to get their products and services out to the people that need them and they, like us, are willing to share war stories and learn from fellow small businesses about best practices. It's been interesting to find out about their sales compensation struggles before they found Makana:

• Overpayment of sales commission
• Inability to motivate their sales team
• Breaking into new markets during a down economy

One of the themes I found most inspiring was that many of them have eliminated spreadsheets from their commission planning and payment processes. They have also put more people on incentive compensation plans.

I talked to one home builder who is finishing projects faster and more efficiently by extending incentive compensation to more of the organization including project managers and foremen and others...Tying their compensation to project deliverables, customer satisfaction and even prompt payment of bills.

I am curious to find out what creative things other people have done with their comp plans and how has it worked out?