Reward

 

Sales Incentive plans

Sales incentive plans play a key part in the direction and delivery of profitable sales for any business. Motivation and appropriate incentivisation of the sales team to achieve the required business success is the critical outcome of any sales incentive plan.

PES identifies several key steps to achieving a successful plan:

  • objective plan design methodology is of paramount importance in developing an effective plan, although keeping the plan as simple as possible is also an essential requirement
  • development of the appropriate metrics to measure success is critical - clarity and simplicity are the bywords here!
  • a clear and effective communications process to the sales team is required, not only of the plan and the metrics, but also of the results throughout the year
  • and to never overlook those HR issues which might come back and bite at a later date ( e.g. how does the plan sit contractually? How should we deal with leavers, maternity absence etc.?)

We have hands-on experience in designing and delivering effective sales incentive plans ranging from the simple to the more sophisticated, but in all cases providing the sales team members with a clear understanding of what each has to do to be successful, and, importantly, what that means for their bank balances.

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