Missing a Motivation Trick?
Sales incentive plans are an underrated but absolutely critical element in motivating sales performance. To get the best from your people and drive sales growth it could benefit you to take sales compensation schemes seriously.

Good salespeople will always find the path of least resistance to most personal reward. This is a healthy sign in a hungry salesperson and companies can leverage it well by ensuring close plan alignment with company interests.

Motivating Sales Performance
Sales incentive schemes are often an afterthought and this is a tragic waste. If well aligned with company goals they serve to motivate behaviours that drive sales growth as well as helping to attract and retain the best people.

Good sales incentive plans are transparent striking a balance between corporate and individual interests. But some plans are so complex that few can understand how they work and this is simply counterproductive.

Win / Win Sales Incentive
Many schemes produce an imbalance that impairs instead of motivating sales performance. Perhaps it was put together in a hurry, as an afterthought or is a “patched up” legacy model. However it came about, a poorly designed scheme will do more damage than good and creating a win / win situation should be an early priority in any push to drive sales growth.

Simple is Effective!
Developing sales compensation plans is often seen as a chore rather than a way to drive sales growth and they receive far less attention than they merit. The principle is simple - the more the company benefits, the more the salesperson benefits. Perform helps devise sales incentive plans that are effective in driving the right behaviours and motivating sales performance.

rev. 6.0   06.10.08