Phase D. Develop Program Details
At last, the up-front steps are done and you can get down to the real design of the sales compensation program for your new sales roles. Subsequent chapters discuss each step in detail; but it is important for the design team to realize that if the team has completed the first seven steps effectively, the last three steps should be slam dunks.
Step 8. Set Goals
Whether or not the program for your new sales roles includes a quotabased bonus, it is usually very helpful to set performance expectations. Goals may be established at an account, territory, team, or segment level and are based on the performance measure defined by the team. Chapter 5 describes various approaches to goal setting.
Step 9. Develop Incentive ...
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