Compensating the Sales Force, Third Edition: A Practical Guide to Designing Winning Sales Reward Programs, 3rd Edition

Chapter 12

Compensating the Complex Sales Organization

Large sales entities often deploy complex sales models to address unique customer coverage challenges. These sales organizations require well-coordinated and comprehensive sales compensation programs to effectively serve these distinct and unique coverage solutions.

Four major sales effectiveness principles drive sales force complexity:

1.   Align sales resources around buyer segments. While operations within companies organize around product types, sales entities must organize around buyer populations. Customers’ needs drive sales organization design. For example, large customers typically need sales solutions that are different from small customers’ needs. Some customers require long sales ...