Overhaul your sales compensation plan to get the A-player sales team your company needs.
Drew Zarges, Senior Consultant at Sales Benchmark Index, writes that “to drive the right behavior and hit your targets, your sales compensation plan must evolve at the same pace as your company.”
Zarges warns that “the worst thing to do is make minor tweaks,” and lists the most common outdated sales compensation plan elements. Avoid giving a big base salary, as that hinders the incentive for really pushing sales, and don’t expect your salespeople to perform multiple roles within your company. Zarges then provides a list of metrics to examine and a series of action points that can help you reshape your sales compensation plan into one that sends “a message to your sales force.”