Summing Up
Sales compensation should not define the sales job, nor should companies use it to manage the salespeople. Sales compensation, however, must be linked to the company's sales roles, and when the company redefines (or creates) sales jobs, it should also change the sales compensation plan.
Linking compensation to new sales roles requires a focused, disciplined process that is completed by team members with the skills and knowledge to align the program with the new job and with marketplace and company expectations. The process that links compensation to the new sales roles has ten steps that involve four phases: clarifying the sales strategy, determining the financial requirements, identifying performance measures, and formulating the ...
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