Developing An Effective Sales Compensation & Incentive Program

Presented by

Outbound Excellence - David Kalstrom

About this talk

Niether Sales Executives nor Sales Representatives will argue that Sales Compensation is the single most important element for Motivating and managing a Sales Organization. We would argue that it is the combination of Sales Compensation & Sales Incentive that is required to keep a Sales Organization continually Motivated and Increasing Sales Growth Performance. Compensation is important, but selling is about emotion. Sales people sell more and sell more effectively when they are highly motivated. Customers buy with emotion and justify with logic. When you consider that the majority of a sales person's day is spent facing rejection from prospects, resistance from customers and direct and aggressive competition from competitors, it becomes evident very quickly the need to provide extraordinary encouragement, incentive and motivation if you are to keep your sales team Achieving & Maintaining - Continuous Profitable Sales & Customer Growth. Furthermore, the Compensation & Incentive Strategy must keep the sales team selling the right balance of products and services, keep them focused on attracting new customers as well as mainating and developing existing customers.

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