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The most recent revision of the comp plan was pushing a particular product – if you sold module X, your commission for the entire deal would be 20% higher. Instead, he attached that item to every single order for the 3 months the SPIFF ran, discounted it 100% and took an extra 20% commission on the other items. and exceptions.
Before Covid, field sales was synonymous with hitting the road, meeting customers in person, and regularly making significant commissions. Fortune 500 and Inc 5000 companies have found continued success with new field sales strategies and technology, and a new number one key performance indicator (hint: it’s not quota). Cyber Security.
Sales forecasts, territory design, quotamanagement, and incentive compensation. I’ve had a long career in managementconsulting and as a corporate practitioner in sales operations and compensation. How many people achieve quota? How many people achieved quota last year, and the year before that?
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