Segal Company

Sales Strategy Execution

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:

  • On-going measurement: Use effective tools to measure the on-going effectiveness of the plan to allow for mid-stream course corrections.
  • Sales Compensation: Develop plans that are simple, and communicate to sales representatives what their day-to-day focus should be.
  • Setting the right quotas: Set appropriate targets to provide the highest level of focus and motivation for your sales force.