Compensation Planning Consulting
We have an expression in sales: "Salespeople are creatures of their compensation plan!" That is, their plan will dictate, to a major degree, their behavior. If you want your salespeople to be calling on brand new accounts, but you are paying them to service current accounts, they won't spend much time calling the new ones! If you want your salespeople to bring in only profitable new accounts, but you pay them a percentage of revenue (and give them some price control), then you may not meet your profit targets.
Many firms struggle to develop an effective compensation model for their sales or business development associates. They often wonder if their current plan is, in fact, causing the sales team to do what they really need to do. Our compansation consulting can get your team on the right track.