Salary vs. Incentives

How to create the right mix

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Agenda

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● 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

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Powerful Business Management Software Made Simple | odeela.com

To mix the salary and incentives, rely on specific data.

Measurability Of Company And Customer Results

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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

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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

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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

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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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