Sales Force Compensation

Does your Sales Compensation System align with corporate strategies? Does it properly motivate your sales team?  Does it help you recruit and retain top sales talent?

As part of our assessment audits, or as a standalone audit, we will:

• Engagement – meet with your management team to get a very clear understanding of the vision, goals and expectations of your sales compensation plan. 
  • Does your management team feel that the current sales compensation system provides the desired results?
• Assessment – (typically 2-3 weeks)
  • Interview sales team members, human resource department, sales management
  • Benchmark competition
  • Review available data – turnover, salary and compensation, sales results, product mix, customer concentration
  • Review financial data – sales commission payouts vs. sales performance
• Recommendations – we review the information gathered during the assessment process and will generate a recommendation 

  • Recommend ways to simply compensation plan when practical

    Recommend communication / training tools as needed to ensure that the sales team fully understands the compensation system

  • Recommend changes to make the compensation system more aligned with corporate objectives.
• Implementation – at this stage we work with your management team, especially HR, to determine the implementation plan.  When plan is agreed upon, project timeline, action plans etc will be developed and monitored till project is completed.
• Measurement of Results – No project is complete until we can measure the results.  Are we seeing the productivity gains we forecasted, if not what corrections are required?  We will work with you to make sure the metrics are in place and tracked.