So what then should sales leaders do to combat these outcomes and achieve commitment to sales performance and execution? There are 5 key initiatives that can identify gaps in the performance of the sales compensation program and support the creation of focused, high performing plans. These are:
Other keys to developing world class sales compensation are following solid design principles; assessing and researching current plan performance; securing executive direction to create a “blueprint” going forward; and costing and testing the proposed designs to increase the probability of desired sales outcomes. Companies that utilize excellent sales compensation design process, will perform at higher levels and deliver superior sales results.
David Johnston is President of Sales Resource Group Inc. a consulting firm specializing in Sales Compensation and Sales Force Effectiveness. He can be reached at 416-805-0208 or via e-mail at email@example.com .
About the Author:
David Johnston is President of Sales Resource Group Inc. He has a broad, international consulting background and offers experience, active participation and a Sales Resource Group approach to consulting with clients. David has over 25 years experience consulting for organizations in diverse fields, such as broadcast and print media, pharmaceuticals, telecommunications, information technology, retail, manufacturing and financial services.
He has held management positions at Ford Motor Company, The Bank of Nova Scotia, Price Waterhouse and Unisys Corporation. His consulting clients include CIBC, Bell Canada, Toronto Sun, Telus, Rogers Communications, Baxter, MeadWestvaco Corporation, SaskTel, Bell Aliant, Bank of Montreal, MTS, Canadian Broadcasting Corporation, and Shaw Communications. David works with clients in the areas of sales compensation, strategy, sales process optimization, performance management & objective setting and change management. He has managed multi-disciplinary teams in large-scale projects and is a sought-after speaker in the area of organization effectiveness.
In addition to his consulting and management background, David holds Masters Degrees in Clinical Psychology and Business Administration. He teaches for World at Work and is a member of The Canadian Professional Sales Association. David is a member of the Canadian Advanced Technology Alliance Leadership Council.
Disclaimer: The views and opinions expressed in this article are strictly those of the author. CPSA does not endorse any of the companies, products and services mentioned within this article.