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"In most companies, Sales is the only revenue-generating function. Everything else is a cost center."

The importance of Sales is thus indisputable. For such an important function, it becomes equally as important to design an appropriate Sales Compensation Plan.

Sales Compensation is often simplified to a discussion between fixed-salary vs. commission-based systems. However, a to design an effective Sales Compensation Plan requires a much more holistic and nuanced understanding of the dynamics of Sales Compensation.

To better understand the dynamics of Sales Compensation, we should familiarize ourselves with the Sales Compensation Cycle. This framework captures the interplay among compensation, motivation, and evaluation--and how these elements drive both effort and results (i.e. sales). In this presentation, we discuss the 5 key elements which comprise the Sales Compensation Cycle:

1. Compensation Plan
2. Motivation
3. Effort
4. Results
5. Evaluation

We dive into each of these areas in detail to better understand the process, implications, considerations, and interrelationships among the elements. Additional topics discussed include the Fiaccabrino Selection Process (FSP), Performance Measures, Perceived Rewards, Passive vs. Managed Sales Management, among other topics.

This deck also includes slide templates you can use in your own business presentations.

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Source: Sales Compensation Cycle PowerPoint document

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Sales Compensation Cycle

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File Type: PowerPoint (pptx)

Tag(s): Sales Management Sales Strategy Compensation

Number of Slides: 26 (includes cover, transition slides)

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Upload date (first version): Oct 15, 2020

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