There is no doubt that incentives and commission-based reward plans continue to be a critical element of an effective sales strategy. When badly designed or implemented plans are put in place the impact on the salesforce can be significant – for all the wrong reasons.
Getting it right can seem like chasing the Holy Grail. Attempting to satisfy the requirements and requests of all your stakeholders across, up and down the business may appear impossible, and quite often probably is!
Below we share the approaches we’ve honed over many years of working with some of Australia’s largest and most prominent sales teams – helping their people to focus on what’s really important whilst delivering a meaningful return on investment for the business.