The Comp Plan and its Influence on the Sales Process
Understanding the direct impact of your compensation plan on your salespeople is imperative.
There are those that, when introduced to a new compensation plan, will immediately figure out the best way to optimize their profit-earning abilities. They will do what it takes to make the most money possible, in other words.
As Rich Chiarello explains, it’s the supervisor’s duty to maximize the correlation between their profiteering spirit and the benefit to the sales process. In other words, when the salespeople make money, the company should be making money too.
For more information about how the compensation plan should underpin the sales process, watch the whole video with Chiarello, President and CEO of Above the Line LLC.
Greg Storey, InVision’s Senior Director of Executive Programs, on standups and standing, evening escape plans and killing elephants.