The Coaching Effect Blog

The Coaching Effect Blog

    Sales Compensation Plan Resources for Sales Managers

    by Kristi Shoemaker / November 28, 2011

    The new year is around the corner and that means many sales managers are evaluating their current sales compensation plans and determining whether a change needs to be made.
    According to WorldatWork Sales Compensation Strategy Survey, nearly two-thirds of reporting companies change their sales comp plan every year. Below are links to information from our Resource Library, including sample sales compensation plans, a webinar on how to structure a compensation and incentive plan based on job role to name a few. Also, attend our upcoming monthly sales management webinar in February to learn the role of rewards and recognition programs and their effect in the overall benefit and incentive package.

    Hope this helps. Please share additional resources with each other.

    Sales Compensation Plan Resources

    Sales compensation is a dynamic management tool. As business conditions change so should the approach to compensating the sales force.  There are a number of reasons for changing the sales compensation plan including changes to:

    • Business objectives
    • Go-to-market strategy
    • Business economics
    • Customer buying preferences
    • Supporting systems
    • Plan dysfunction

    When developing a sales compensation and incentive plan, follow these guidelines:

    • Start with a clear definition of business objectives
    • Clarify selling roles
    • Follow a defined process for assessment, design, and implementation
    • Don't expect the new sales comp plan to sell itself
    • Remember there is no magic bullet. You still need to coach the sales force

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    Kristi Shoemaker

    Kristi Shoemaker

    Kristi is a marketing communications and public relations expert with over 30+ years of experience in a variety of industries. She was an integral part of EcSell's go-to-market strategy and execution from 2008 - 2012. Kristi enjoys taking a holistic approach by integrating all the key marketing disciplines to create synergies that generate maximum results. She is currently the president of KLS Consulting in Lincoln, Nebraska.

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