The basic components of the business strategy point to a key role for the sales team ’s Strategic Imperatives • List the 3-5 things the entire company must accomplish in the next few years to meet its objectives in the marketplace – examples are • Develop xx product line to serve yy by zz • Expand sales presence into xx (geographic area) • industry vertical focus?... • value proposition?... 2 Template courtesy of THE CYGNAL GROUP | www.cygnalgroup.com The sales team is central to executing the strategy What Sales need to do to help maintain ...

 

OVERVIEW The objectives of this session are to learn more about:- • Design of total remuneration strategy for sales force employees • Types of sales force remuneration plans • Advantages and disadvantages of sales bonus or commission schemes • The use of decelerators • Study the elements of a sales remuneration plan • Cross-selling incentives • Sales manager incentives • Incentives for relationship management KEY SALES REMUNERATION DEFINITIONS MIX Relationship between the base salary and incentive-opportunity component. Mix is expressed as a % of target total remuneration, which is the pay level for achieving expected performance. E.g. 90/10 plan ...