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DESCRIPTION
"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.
This presentation is a comprehensive guide to mastering the Sales Compensation Cycle, offering a deep dive into the intricacies of compensation plans, motivation, effort, results, and evaluation. It provides actionable insights and practical frameworks to help you design a compensation plan that aligns with your strategic goals. The PPT also includes detailed templates that can be customized for your specific business needs, ensuring you have the tools to implement these strategies effectively.
The Fiaccabrino Selection Process (FSP) is highlighted as a crucial methodology for recruiting top talent, emphasizing the importance of selecting the right individuals to drive sales performance. The presentation also covers various performance measures beyond just sales volume, such as product mix and pricing, to give a holistic view of evaluating sales effectiveness. This resource is essential for any executive looking to optimize their sales compensation strategy and drive superior sales outcomes.
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Source: Best Practices in Sales Management, Sales Strategy, Compensation PowerPoint Slides: Sales Compensation Cycle PowerPoint (PPTX) Presentation, LearnPPT Consulting
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OVERVIEW
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We are a team of management consultants trained by top tier global consulting firms (including McKinsey, BCG, Deloitte, EY, Capgemini) with a collective experience of several decades. We specialize in business frameworks based on real-life consulting engagements.
We have served 100s of clients that range from Fortune 500 companies to tech startups to $1B+ private companies.
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Sales Force Management & Compensation
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Sales Consulting Frameworks Human Resources Growth Strategy Sales Force Organizational Design Digital Transformation Gap Analysis Account Management Compensation Interviewing Hiring Breakout Strategy KPI Employee Management Porter's Five Forces Business Transformation Mobile Strategy Cyber Security Customer Experience Sales Compensation Business Case Example Financial Modeling Business Case Development Consulting Training Strategy Frameworks Agile Vision Statement Business Development
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