Five Positive Outcomes of a Successful Sales Compensation Plan

Sales compensation is one of the most powerful tools to achieve business results available to management. The incentive component (commission or bonus) communicates the results the company needs its sales personnel to achieve. In most sales organizations, the sales force is extremely interested in the sales compensation plan. In fact, sales representatives typically judge the plan by a single criterion: "Am I making more money now than I did a year ago?"

Management, on the other hand, typically judges the sales compensation plan's success on multiple criteria. In companies where sales compensation plays a key role in shaping the effective performance of the sales force, top management ...

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