How to Develop a Truly Effective Sales Compensation Plan

Presented by

Alan Rigg - President - 80/20 Sales Performance

About this talk

Developing a sales compensation plan can be a pretty intimidating undertaking. What are the most critical decisions you need to make? What compensation plan structure will motivate your salespeople to achieve the targets you set for them…without producing unintended consequences? Sales performance expert Alan Rigg has helped hundreds of organizations develop effective sales compensation plans. Key questions and concepts from his popular sales compensation product drive this real-world discussion about how to develop a customized compensation plan that will motivate your company’s salespeople to achieve their sales goals. You will learn: •Why 100% commission plans don't work •Income floor alternatives •Should commissions be calculated on revenue or gross margin? •Why incentives fail •9 steps to developing an effective sales compensation plan

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