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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.
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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
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
This bundle contains 4 total documents. See the additional documents to the right.
Sales Organizational Design Sales Force Digital Transformation Human Resources Consulting Frameworks Account Management Contact Center Process Mapping Lead Generation Business Development Compensation Growth Strategy Breakout Strategy KPI Employee Management Organizational Structure Matrix Organization Sales Compensation Mobile Strategy Cyber Security Customer Experience Business Transformation Gap Analysis Agile Vision Statement Marketing Plan Development
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