How to Construct the Right Sales Compensation Plan

How to Construct the Right Sales Compensation Plan

I have recently had multiple discussions with business owners and CEOs about appropriate compensation plans for their sales teams.  Clearly there is not a “one-size fits all” plan,  but I thought I would share some thoughts that I use as guiding principles to help business leaders construct the right plan for their situation.

There are a couple of basic foundations that might seem obvious, but don’t always translate well to a good plan.

1. Incent the behavior you want.

This is obvious enough, but I am constantly surprised by compensation plans that are no longer relevant, because the business has changed, or the […]