The compensation system for salespeople can help you achieve your sales and results objectives or, on the contrary, work against your strategy.

Any sales compensation plan has a limited lifespan: what are the signals that it is time to change your system?

  • Changes in the offer, strategy, sales team or economic situation
  • Sellers cut their efforts once the target has been reached
  • The highest paid salespeople do not contribute to creating the most margin
  • A majority of salespeople largely miss or easily pass their targets
  • Some of your salespeople benefit from a status pension
  • You have too much turnover in the sales team
  • Your growth target (units, prices) no longer holds
  • Vendors complain (complexity, difficulty, speed…)

Our consultants accompany the change in your sales force’s pay plan (fixed salary, commissions, variable bonus):

  • Analysis of the existing situation
  • Identification of the compensation objectives of both parties
  • Adjustment of the salary mix, fixed – variable part according to the periodicity, the role of the sales person and the culture of the company
  • Definition of the target compensation level, objectives and calculation criteria
  • Trigger, leverage and cap settings
  • Individual and group simulations
  • Presentation materials