Compensating New Sales Roles: How to Design Rewards That Work in Today's Selling Environment

Phase C. Identify Performance Measures

All phases and steps in the process of designing sales compensation programs revolve around one simple axiom: You get what you pay for. Defining appropriate performance measures and confirming the company's ability to track and credit results are critical success factors. Here is a summary of the two steps in this phase of the process.

Step 6. Identify Performance Measures

Chapter 5 describes in detail the process for selecting performance measures and the importance of establishing measures that are aligned with the job and with the company's requirements. Selecting and defining performance measures should include all the details management will require in order to track and measure success effectively ...