Tag: compensation plans

Sales

Measuring sales-force effectiveness

One of the key challenges that I have seen in senior leadership is to measure the sales-force effectiveness. This becomes even more important if we are in an environment where revenue growth is difficult to come-by. So how does one measure the effectiveness of their sales-force. I think there are a few key indicators that show if the sales force is doing a good job or not: Revenue growth: The easiest and the most measured variable is the revenue growth. If the revenue is growing month-on-month, quarter-on-quarter, year-on-year, the sales-force is considered to be doing a good job. This shows […]

Sales

Sales Compensations

An effective sales team is always highly motivated. Most important way of motivating your sales team is through their compensation plan. This is also one of the most important aspects of the sales strategy that can have a big impact on the morale of your sales team and also to the sales they clock-in.  We need to consider different aspects before deciding on the compensation plans. Competitive landscape and the compensation offered by competitors Position of your product on the product lifecycle on the Profitability of your product Sales cycle time for your product Complexity of the sale involved Is […]