Summing Up
No sales compensation plan is complete until the company evaluates it. Is it doing what you want it to do? If not, what should be changed? When evaluating a new compensation plan's results, senior executives focus on customers (are they buying more, are they buying our new products), internal financial results (costs, productivity, and profitability), and employees (are we able to attract, retain, and motivate sales and customer contact personnel). To evaluate a sales compensation program, there-fore, it is necessary to assess the degree to which the plan has supported and rewarded achievement in all three areas.
At the same time, it is not necessary to evaluate every factor affecting the sales organization. While managers may want ...
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