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DiMisa, who is senior vice president, Sales Force Effectiveness, at Sibson Consulting, clarified the difference between the two approaches during a recent webinar sponsored by BLR® and HR Hero®. “Cost of Sales” or “Cost of Labor” Philosophy? Approach Concept Example Market Cost of Sales Payouts are based on a percentage of volume or $ per […]
Cichelli, senior vice president at the Alexander Group, offered his tips at WorldatWork’s Total Rewards 2013 Conference and Exhibition. Diverse Product Mix Here are the diverse product mix conditions that suggest the approaches below: Many product divisions, one sales force Balanced outcomes required Varying incentive value due to varying volumes Degree of sales difficulty differs […]
Cichelli, who is senior vice president of the Alexander Group, offered his tips at WorldatWork’s Total Rewards 2013 Conference and Exhibition, held recently in Philadelphia. Hurdle The hurdle is a prerequirement measure, says Cichelli; that is, the first measure must be accomplished before favorable treatment of a second measure can occur. The employer establishes minimal […]
For example: If salespeople don’t view your program as competitive, your best salespeople will seek greener pastures. If salespeople don’t view your program as fair, there will be morale issues. (For example, if plans aren’t carefully thought through, some territories may experience a high volume of easy sales, while other territories have little opportunity to […]