Compensation And Motivation Of Sales Force Pdf

compensation and motivation of sales force pdf

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Motivating Salespeople: What Really Works

The Handbook of Marketing presents a major retrospective and prospective overview of the field of marketing, and provides a landmark reference at a time when many of the traditional boundaries and domains within the marketing discipline have been subject to change. The Handbook frames, assesses and synthesizes the work in the field and helps to define and shape its current and future development. It includes contributions from leading scholars in the field, and the input of an international and extremely distinguished advisory board of marketing academics. The Handbook of Marketing will be invaluable to advanced undergraduates, graduate students and academics in marketing. Selling products or services is critical to the success of any business and salespeople often play a critical role in generating sales by communicating the advantages and purchase conditions of offers.


The purpose of the sales force compensation metric is to determine the mix of salary , bonus, and commission that will maximize sales generated by the sales force. When designing a compensation plan for a sales force, managers face four key considerations: level of pay, mix between salary and incentive , measures of performance, and performance-payout relationships. The level of pay, or compensation, is the amount that a company plans to pay a salesperson over the course of a year. This can be viewed as a range, because its total will vary with bonuses or commissions. Managers enjoy considerable freedom in designing compensation systems. The key is to start with a forecast for sales and a range within which each salesperson's compensation should reside. After these elements are determined, there are many ways to motivate a salesperson.

Sales force compensation

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Designing an incentive plan to turn sales reps into sales superstars! If you're like most sales leaders, your incentive. And sometimes it seems like you just don't know. Incentive programs are seductively powerful but. Without careful planning and implementation, they can be too stingy to motivate, too complex to.

Members may download one copy of our sample forms and templates for your personal use within your organization. Neither members nor non-members may reproduce such samples in any other way e. Incentive compensation programs stem from the principle identified in the theory of operant conditioning that if one wants a particular behavior to occur or continue, one should reward it, and that if one wants a behavior to cease, one should ignore it or punish it.

How to Really Motivate Salespeople

Companies fiddle constantly with their incentive plans—but most of their changes have little effect. No sales force consists entirely of stars; sales staffs are usually made up mainly of solid perfomers, with smaller groups of laggards and rainmakers. Though most compensation plans approach these three groups as if they were the same, research shows that each is motivated by something different. By accounting for those differences in their incentive programs, companies can coax better performance from all their salespeople. This group is also motivated by social pressure—especially from new talent on the sales bench. Stars tend to get the most attention in comp plans, but companies often go astray by capping their commissions to control costs. The key is to treat sales compensation not as an expense to rein in but as a portfolio of investments to manage.

Возможно, он работал в одиночку. Стратмор хмыкнул. Мысль Сьюзан показалась ему достойной внимания. - Неплохо, но есть одно .

Она наблюдает за тем, как я умираю. - Дэвид… Голос показался ему знакомым. Наверное, эта женщина - ангел. Она прилетела за. Ангел заговорил: - Дэвид, я люблю. Внезапно он все понял.

PDF | Salesforce motivation is one of the most important factors affecting the success of sales organizations. It has been found out that among.

Designing Compensation Systems for Sales Professionals


Alexander G.


Much of what we believe about the best ways to compensate and motivate the sales force is based on theory and lab experiments.

Melanie C.


Sales Management pp Cite as.



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