A good sales incentive plan rests on a fundamental set of design principles that reward the right behaviours, optimise sales effectiveness, and maximise the return on incentive dollars.
Specifically, a good sales incentive plan design:
• uses performance metrics that are aligned with the company’s overall strategy;
• supports and is consistent with the overall sales force strategy — its job roles, available skills, selling processes, internal culture, etc.;
• is mechanically sound in its design elements; and
• can be administered efficiently
If not well designed however, there may be issues or challenges within each principle which could limit effectiveness, waste new investments or lead to unforeseen consequences that would limit sales growth, … read more by subscribing.
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