Sales Compensation Process - Getting Started

Sales compensation plan development calls for preparation and homework. This preliminary work ensures that our time together will be productive from the very beginning. Getting started is easy if the initial steps are carefully planned.

First, we hold our initial discussions with senior management. This is done either in person or on the telephone. We then determine the best way to proceed.

Secondly, we ask you to assemble and send us pertinent information related to your sales group. Some examples are:

• Sales goals
• Sales assignments or territories
• Sales performance last two years
• Strategic and business plans for sales
• Current compensation plan(s)
• Salesperson compensation by individual for 2 years