Your Sales Management Guru's Guide to: Creating High-Performance Sales Compensation Plans
Format: PDF / Kindle (mobi) / ePub
In Your Sales Management Guru's Guide series sales management expert Ken Thoreson teaches sales leaders the essentials for leading and developing high-performance sales teams.
In this book you'll gain skills and techniques for creating sales compensation plans that will take you r sales team to the next level. This book is literally jammed with hundreds of proven ideas that address every aspect of sales compensation planning. As a bonus you also get professional planning tools including: Compensation Plan Assessment Tool, Senior Account Executive Job, Description and Commission Plan Tool, Compensation Committee Tools, Examples of Compensation Agreements
- The Five Steps to Building High-performance Sales Compensation Plans
- How to Determine Sales Compensation Metrics
- How to Choose the Right Sales Compensation Plan for Your Situation
- How to Incorporate Incentive Plans into Your Compensation Program
- How to Leverage Sales Compensation to Drive Performance
- And much more . . .
"If you're a crazy-busy sales manager and constantly worried about reaching your revenue goals, follow Ken Thoreson's savvy advice to create a high-performance sales organization." - Jill Konrath, author of SNAP Selling and Selling to Big Companies
"Ken Thoreson's books should be required reading for anyone who leads sales teams." - Jeb Blount, author of People Buy You and People Follow You
only I have experienced but I have seen in 15 years of consulting. This specific book is meant to provide great value to address both time management and a variety of challenges the first time sales manager faces. We broke the book into general sections that are at the crux of a sales manager’s world and within each section we are providing short topical discussions that will provide answers to the day to day and long term challenges sales leaders face. My goal is be a rich resource for new and
meetings should be planned 90 days in advance. Marketing activities should be designed for a rolling sixmonth schedule. Sales metrics must also be forward-looking, showing what trends are occurring or might occur in the future. Ultimately, building predictable revenue is all about being aware of conditions and learning from past while still knowing exactly which direction your team is heading. Looking forward! 2 | Why Winners Win Recently, after I spoke at a conference, an attendee
fanning out across the country to recruit the best athletes to play for their schools the next year and the year after that. Those with the best players are, of course, the ones that typically win the championships. Sales leaders must take a similar approach to the recruiting and hiring aspects of their jobs. The second half is a great time to consider whether you've got the best talent on your team. First, recognize that if you hire people between now and the end of the year, that s year, they
short personal motto that successfully reinforced the need to keep moving forward. It was: "Take action. Stay positive." I suggest that you develop a similar slogan to help you navigate difficult times. Having a strong foundation can make all the difference in how you end the year and position yourself for the future. Hitting Fourth-Quarter Goals: Quick Tips The following ideas can be designed for either sales leaders or individual sales performers: 1. Make a visual list of the top largest
numbers to zero. 2. A new year means you can celebrate your success stories from the previous year. It's critical to build belief that your team has moved forward in that time. Acknowledge all successes—even the minor ones. 3. You can announce your yearlong sales contest at your kickoff meeting. This effort needs planning and arrangement. I believe that every sales team should plan a trip or event for all salespeople who achieve their quotas. (Want a copy of a column I wrote on sales contests?