Sales Comp - a Moving Target

I often get asked if I know of any best practices on how to compensate sales and business development professionals. This topic has been a moving target since the first sale of anything ever happened! How do companies balance their need for more sales against the motivations and drivers of their sales and business development people in order to get what everyone wants?

You won’t get the silver bullet in this post, however, we’ve made observations worth sharing. Part of the problem is that the One-Size-Fits-All-Sales-People Compensation Program that companies adopt creates that moving target that makes you crazy. If the “one size fits all” doesn’t work, then a more flexible structure could be explored. Read more