How to Develop an Effective Sales Compensation Plan
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Presented by Alan Rigg
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The most common sales compensation question my company receives is, “What is the standard (salary, draw, commission percentage) for (an industry, product or service, geography)?” Unfortunately there are very few standards that apply to sales compensation. The variations in sales compensation plans are infinite, and there is little published research that provides compensation details (salary or draw + commissions + bonuses + other incentives) by industry or geography.
Given this lack of standards, how can your company possibly develop an effective sales compensation plan? Don’t worry – it IS possible.
This webinar will show you how to do it!
• Why 100% commission plans don't work
• Income floor alternatives
• Should commissions be calculated on revenue or gross margin?
• Why incentives fail
• 9 steps to developing an effective sales compensation plan
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Suggested Attendees: Business leaders responsible for developing sales compensation plans
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| About the Presenter: |
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During his 27-year professional career, sales performance expert Alan Rigg has been involved in nearly every facet of both small and large company operations, in roles ranging from individual contributor to executive management. In 2002, he founded 80/20 Performance, Inc. (dba 80/20 Sales Performance, MySalesTest.com) a company dedicated to helping business owners, executives and sales managers end the frustration of 80/20 sales team performance, where 20% of salespeople produce 80% ... read more |
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