SALES COMPENATION PROGRAMS
Description
The Sales Alliance provides clients with innovate, effective and proven sales compensation programs that address company-specific sales challenges and opportunities. We work with senior management to identify critical issues, their causes and appropriate compensation objectives. In addition, we interview members of the sales team to gain their feedback and test out potential compensation alternatives.
Our sales compensation programs can be provided in conjunction with our Sales Success Program, a sales training initiative or on a stand-alone basis.
Common Sales Compensation Program Issues Addressed
- Lack of new account prospecting
- Missed sales quotas
- Purposeful delays in booking sales (“sandbagging”)
- Inadequate work hours or focus
- Difficulty attracting the right sales talent
- High salesperson turnover rates
- Aggressive competition
- Complaints about earnings potential
Typical Questions We Ask
- What are your strategic objectives over the next 3-5 years?
- Describe your company’s key business goals
- What salesperson behaviors to want repeated?
- What behaviors do you want to cease?
- What is your ideal sales process?
- How do you measure each sales process step?
- What is your target cost of sales (as a percentage of revenues or margin)?
- What should a sales superstar be able to earn at your firm?
- What are the key motivators for each individual on your sales team?
- What types of contests, spiffs and motivators have worked well in the past? What hasn’t?
These are just a few of the questions we’ll be asking when we begin working with you on enhanced sales compensation programs. Please contact us for additional details.
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