CHAPTER 10

Your Strategic Sales Compensation Report Card: Grading Your Plan and Taking Action

DESIGNING A GREAT SALES COMPENSATION PROGRAM that integrates with the Revenue Roadmap can be complex and time consuming, but the return can be significant. In this book, we’ve covered the importance of strategic alignment and the beauty of patience when designing a comp plan. We’ve discussed a range of sales roles and the compensation principles that motivate each role. We’ve explained how crucial it is to differentiate the top performers, how to employ only meaningful performance measures, and how to structure and compensate major account sales teams. We’ve examined approaches to setting quotas, motivating management, and managing change. We’ve seen ...

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