Restructuring Sales Roles and Compensation Situation A computer software and services company’s compensation plan had three components: commission, product bonuses, and business plan objectives. The company’s sales staff was tasked with many activities that were unrelated to selling. Sales reps felt they didn’t have time to sell, be productive, or make more money with this …

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Reassessing a Financial Service Firm’s Sales Compensation Plan Situation A financial service firm’s sales compensation plan was designed several years prior with some minor adjustments along the way. As best as could be determined, the plan had met the original objectives. However, both the company and the sales force had grown, and opportunities were limited …

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