Essential Activities for Effective Sales Compensation Design PPT

This PPT slide, part of the 24-slide Sales Compensation Plan Design PowerPoint presentation, focuses on the essential sales activities that contribute to successful sales outcomes. It emphasizes the importance of networking, relationship building, and acquiring vital knowledge as foundational elements of the sales process. The text suggests that while certain sales activities may seem extravagant, they are often necessary for closing deals. Examples provided include engaging with clients, potential clients, and partners through activities like "wining and dining," attending industry trade shows, and giving corporate gifts.

The slide also distinguishes between controllable and uncontrollable factors that impact sales. Controllable factors are those that salespeople can influence, while uncontrollable factors include external elements like macroeconomic conditions and unforeseen changes in client circumstances. This differentiation is crucial for developing a compensation plan that aligns with sales activities.

Key considerations outlined in the slide highlight the need for a compensation plan that does not penalize salespeople for engaging in necessary activities. It stresses the importance of balancing incentives for both short-term and long-term accounts, recognizing that longer-term accounts may require more effort, but often yield higher margins. The plan should encourage salespeople to focus on factors they can control, ensuring they are not discouraged by elements beyond their influence.

Overall, the slide serves as a guide for understanding the critical activities that drive sales success and the framework for designing a compensation plan that supports these activities effectively.

This slide is part of the Sales Compensation Plan Design PowerPoint presentation.

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