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