Sales Compensation Philosophy

Sales compensation is one of the most important aspects in managing a sales group. We firmly believe, however, that an effective plan need not be complicated, controversial, or difficult to administer.

A sales compensation plan must support and complement corporate sales and business goals. Beyond that, these principles guide our client conversations:

• Salespeople should be involved. It is their plan, and their input is essential to success. Of course, management makes the final decisions, yet sales participation inevitably yields better results.

• A good plan is one in which management is eager to write big incentive checks. Hefty checks should be synonymous with big success and big profits for the company.

• Plans should be formal, in writing, evaluated yearly, and acknowledged by every participating salesperson.