Executing your sales strategy requires an interaction of compensation, performance management and best-in-class quota setting. World-class companies have demonstrated that compensation is just one of the tools necessary to successfully execute a sales strategy.
Difficulties occur when execution is not aligned with the goals of the sales force, and compensation, quota setting and effective measurement of the sales force are at odds with the strategy.
Sibson can help companies by focusing on several key elements:
Effective compensation assessment is driven by the organization’s decisions on strategy, market coverage and job roles. Through our work, we collect pay and performance data, as well as all essential incentive components that impact performance, to evaluate sales compensation plans.
Key Issues that Companies Face
Sibson Consulting can help you build strategies to solve the following issues:
Industry and market intelligence are critical to supplementing the sales process, organizational structure and compensation plan design. As such, Sibson conducts industry-specific research and surveys, holds forums, and monitors databases that cover pertinent sales, marketing and compensation effectiveness related issues.