A key component of a company’s market success is the strength of its sales force.Staffing and retaining the right salespeople in today’s business environment is a challenge that requires on-going attention and monitoring by management.This includes an assessment of individual sales performance based on relevant metrics.It also requires a periodic review and appraisal of the capabilities and motivators that determine the effectiveness of each individual salesperson.The implementation of a compensation plan that maximizes sales results and supports the growth of the business is fundamental to this process.Formulating and implementing an effective sales compensation plan is both a challenge and an adventure.The individuality of companies influences the profile for individual sales hires by the management team.The way sales compensation plans are structured,implemented and managed needs to take into account the match that exists between the company’s products and services and the talent that exists among the members of their sales force.
展开▼
