Compensation, Training, Communication, Growth Company


Challenge: New Sales VP inherited weak Sales Comp Program with little time before National "roll-out" Meeting Solution: Developed "out of box" solution that dramatically improved "pay for performance" relationships Results: Program well received by management and easy to implement; strong performers delighted/rewarded; marginal ones exposed		"A well-designed sales compensation plan will provide explicit direction and sufficient rewards to motivate the type of selling effort needed to reach or exceed business objectives." – "World at Work"

Assessment of existing program/practices Clarification of participant roles, e.g. prospecting, selling, servicing customers Development of customized survey pay benchmarks Evaluation of territories and alternative plan designs Development of approved Plan design and articulation of associated provisions Establishment of performance metrics Modeling of Plan payouts under varying performance scenarios Customized training/communications

"Created a highly effective, “win-win” Sales Comp Plan for our rapidly changing business." – VP, Sales; Chemical Industry