Contents
CHAPTER 1
Your Revenue Roadmap: Driving Your Sales Strategy with Sales Compensation
The Four Layers of the Revenue Roadmap: Connecting Your Sales Strategy and Compensation
The Sales Compensation Diamond: The Facets of Evaluating and Designing a Sales Compensation Program
Establish Performance Thresholds
Develop Measures and Priorities
Institute the Governance Process
5 Questions You Should Ask Your Team About Sales Strategy
CHAPTER 2
Lapdogs, Dobermans, and Retrievers: Motivating the Breed that You Need
What Breed Do You Need? Aligning Sales Roles to Revenue Flows
The Three Strategies for Revenue Growth
Sales Roles and Their Canine Counterparts
The Big Picture on Sales Roles
The Six Dimensions of Sales Roles
5 Questions You Should Ask Your Team About Sales Roles
CHAPTER 3
The Reverse Robin Hood Principle: Differentiating Top Performers
The Building Blocks of Sales Compensation
The Reverse Robin Hood Principle: Upside Potential
Thresholds Aren’t for Everyone
5 Questions You Should Ask Your Team About Pay Mix and Upside Potential
CHAPTER 4
Performance Metrics: Measure Twice, Pay Once
Using Measures Without Clear Line-of-Sight
Measuring What Can’t Be Controlled
Measuring on a Sliding Percentage Scale
Selling Incentive Plan Real Estate to Marketing
Misaligning Bookings and Billings and Losing Urgency
5 Questions You Should Ask Your Team About Performance Measures
CHAPTER 5
Big Deals: Aligning and Motivating Strategic Account Sales
Understanding How the Customer Makes Decisions
Motivating Creative Sales Roles
Discern Between Creativity as an End and Creativity as a Means to a Sales Result
Consider Fewer Directive Incentives and More Incentives with Latitude
Understand Motivators for Highly Cognitive Sales Roles
Involve Creative Sellers in Creating Their Own Goals
5 Questions You Should Ask Your Team About Strategic Accounts
CHAPTER 6
A Quota Quandary: Setting Equitable and Profitable Sales Goals
The Forensics: Do You Have a Quota Issue or a Sales Effectiveness Issue?
10 Success Factors for Better Quotas
Balance Market Opportunity with Sales Capacity
Fit the Methodology to the Account Type
5 Questions You Should Ask Your Team About Quota Setting
CHAPTER 7
Managing Sales Management: Understanding Roles and Rewards
Sales Managers Aren’t Just Big Salespeople: What Does It Take?
They Strategize the Growth of Their Organization
They Are Creative at Planning and Systematically Solving Customer Problems
They Are Effective at Coaching and Developing Their Teams
A Few Sales Compensation Ideas for Sales Managers
Establish Pay Mix with a Longer View
Shift Measures Down the Income Statement
5 Questions You Should Ask Your Team About Motivating Managers
CHAPTER 8
Making Change: Communicating and Implementing the Sales Compensation Plan
5 Questions You Should Ask Your Team About Making Change
CHAPTER 9
The Role of the C-Level: Getting Involved in the Right Way
C-Level Involvement in the Sales Compensation Process
Getting Involved in the Process
Reviewing, Approving, and Supporting the Program
5 Questions You Should Ask About Your Executive Involvement
CHAPTER 10
Your Strategic Sales Compensation Report Card: Grading Your Plan and Taking Action