Sales Compensation Process - The Six Steps


We follow a proven, six step process in providing you with an effective sales compensation program. While the time we spend varies with each client, the approach is consistent. We confer initially with senior management and then proceed. The information below explains further what you can expect.

Step		Activity	What We Deliver
	Review Strategic Goals	Examine objectives by markets, geography, product, service, etc.	This analysis will determine the focus and emphasis of your program and will serve to guide the behavior and activities of your salespeople.
	Assess your current plan.	Examine present salary, incentives and benefits. Review business and sales strategy. Study performance results and job descriptions.	Analysis of how your present plan meets your company and individual salesperson's needs and objectives.
	Assemble an appropriate team to advise on the new plan.	Identify and organize all individuals and departments who should participate in designing plan.	Involvement of individuals who can contribute to plan's success.
	Formulate a new plan for client approval.	Develop a draft plan that will meet company and salespersons' needs	A comprehensive plan document that shows both concept and details of proposed plan.
	Assist in plan implementation.	Develop a draft plan that will meet company and salespersons' needs	Communications and structure for rollout.
	Help evaluate and measure results.	Test provision of plan in actual scenarios. Modify as necessary.	Spreadsheet analysis of plan. Counsel and advise on changes.