Introducing Strategic Alignment
- Linking Strategy and Sales Compensation
- Underlying Principles
- Key Drivers of Sales Comp Plans
- Sales Compensation Success
Understanding Sales Jobs and Reward Methods
- Job Content and Sales Comp Design
- Variable Pay
- Benchmarking
Evaluating and Improving Sales Compensation Plans
- Importance of Sales Data
- Potential Unintended Outcomes
- Statistical Tools
- Applying Analytical Results
|
Using Plan Mechanics to Link Performance and Pay
- Leveraged Mechanics
- Performance Measures and Weighting
- Compensation Measures and Pay Frequency
- Sales Modeling
Managing and Administering Sales Compensation Plans
- Roles in Managing and Administering
- Tools and Functions 86
- Uses of Data
Ensuring Plan Integrity
- Key Stakeholders in Governance
- Policies for Consistency and Continuity
Communicating Sales Compensation Plans
- Priorities for Communicating Pay Actions
- Components of Communicating a Plan
- Change Management Strategies
|
