How We Do It

Effective sales compensation can be achieved only by developing a thorough understanding of the specific business context in which it operates. Therefore, we believe in working closely with our clients to tailor a plan that meets their needs precisely. This is a true consulting engagement, not a cut & paste of re-cycled concepts.

We follow a proven three-step process:

Step 1 – We’ll invest an hour or two (or three…) with you discussing corporate objectives, sales and marketing strategies, role definitions, sales cycles and other aspects of your business and selling environment. The objective is to ensure we have a thorough understanding of your business and how you define success. At this time we’ll also take care of the required administrative items, such as future meeting dates, milestones and a timeline for completion of the project.

Step 2 – Based on the information collected in Step 1, we’ll then hammer out a design for your sales compensation plan that aligns salespeople with your company’s strategies and is rooted firmly in prevailing best practices.

Step 3 – We reconvene to review and discuss our recommendations. Once satisfied (and it may take more than one iteration), we refine the design, the calculator and the text and send it to you. This is also when we would address how to implement the new plan, and transition away from the old one and any associated communication requirements. You now have a sales compensation plan that attracts, motivates and retains the sales talent you need to drive the growth of your business!