05-07-2008, 11:55 AM
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| | | Join Date: Dec 2007 Location: Pondichery
Posts: 353
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 Sales Compensation
Sales Compensation Overview:
 How an organization presents itself to its marketplace is often achieved by its sales force. These are the individuals who take an active approach in getting the message out about the company's products and services. How effectively the sales team markets the company, and in turn, how successful the organization is, is directly related to the sales compensation program. A sound sales compensation package enables the organization to focus sales activities towards desired results, and rewards these outcomes with compensation tied directly to the level of achievement. The key to a successful sales compensation program can be achieved in three steps:- Clearly defining sales goals that are realistic but challenging
- Tracking and measuring performance against goals
- Rewarding achievement with competitive and motivational compensation
Sales compensation packages typically comprise one or more of the following components:- Base Salary
- Periodic incentives tied to short-term goals
- Annual Incentives tied to longer-term sales activities
- Commission-based incentives
- Perquisites to facilitate sales efforts
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