how to balance salary and incentives | odeela
Post on 22-Jan-2018
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Salary vs. Incentives
How to create the right mix
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Agenda
Powerful Business Management Software Made Simple | odeela.com
● Measurability Of Company And Customer Results● Sales Force Causality● Selling Process● Sales Force Culture
Agenda
● Measurability Of Company And Customer Results● Sales Force Causality● Selling Process● Sales Force Culture
Powerful Business Management Software Made Simple | odeela.com
You cannot decide about incentives if you lack performance data.
Measurability Of Company And Customer Results
odeela.com
Powerful Business Management Software Made Simple | odeela.com
To mix the salary and incentives, rely on specific data.
Measurability Of Company And Customer Results
odeela.com
Powerful Business Management Software Made Simple | odeela.com
Keep your eye on data availability, accuracy and performance
Measurability Of Company And Customer Results
odeela.com
Powerful Business Management Software Made Simple | odeela.com
Agenda
● Measurability of company and customer results● Sales Force Causality● Selling Process● Sales Force Culture
Powerful Business Management Software Made Simple | odeela.com
How much did your sales team affect the sales?
Sales Force Causality
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Powerful Business Management Software Made Simple | odeela.com
If a lot, incentivize them more!
Sales Force Causality
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Powerful Business Management Software Made Simple | odeela.com
You will learn it when you understand where your sales come from.
Sales Force Causality
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Powerful Business Management Software Made Simple | odeela.com
Sales Force Causality
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Carryover sales
Franchise sales
Rep sales
Powerful Business Management Software Made Simple | odeela.com
Carryover sales(Results of previous sales)
Franchise sales(Results of advertising or branding)
Rep sales(Everything your sales reps sold)
Sales Force Causality
odeela.com
Powerful Business Management Software Made Simple | odeela.com
Agenda
● Measurability of company and customer results● Sales Force Causality● Selling Process● Sales Force Culture
Powerful Business Management Software Made Simple | odeela.com
Is customer support an important part of salesforce’s activity?
Selling Process
odeela.comPowerful Business Management Software Made Simple | odeela.com
Powerful Business Management Software Made Simple | odeela.com
Is the selling cycle long and requires a lot of technical knowledge?
Selling Process
odeela.comPowerful Business Management Software Made Simple | odeela.com
Powerful Business Management Software Made Simple | odeela.com
If your sales reps focus on those “farming activities”, favor salary to incentives.
Selling Process
odeela.com
Powerful Business Management Software Made Simple | odeela.com
Agenda
● Measurability of company and customer results● Sales Force Causality● Selling Process● Sales Force Culture
Powerful Business Management Software Made Simple | odeela.com
Don’t forget about your company culture.
Sales Force Culture
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Powerful Business Management Software Made Simple | odeela.com
Your incentive and salary strategy cannot deviate from it!
Sales Force Culture
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Powerful Business Management Software Made Simple | odeela.com
If your culture supports going an additional mile, it won’t be fair to offer a base salary only.
Sales Force Culture
odeela.com
Powerful Business Management Software Made Simple | odeela.com
Now you’ll know how to mix salary and incentives!
Use this knowledge to boost your sales results!
odeela.com
Powerful Business Management Software Made Simple | odeela.com
Want to know more?
Sales force incentives: do you do it for the Team?
Hiring the Right, Firing the Wrong: How to Fire an Employee
Salary vs. Incentives: How to create the right mix.
Select the article you want to read in full!
Salesforce: How much should I pay?
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