Is Sales Compensation Aligned with Strategy and Driving the Desired Behavior and Results?
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Is Sales Compensation Aligned with Strategy and Driving the Desired Behavior and Results?
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By popular demand, Greg Stanley returns for Episode 88.
Greg was recently featured in Episode 85 where he and Mike covered a variety of topics but barely scratched the surface on compensation plans. The feedback was so positive from that conversation with many listeners specifically requesting a full episode dedicated solely to sales comp, Mike got him back on the show as quickly as possible.
While Mike has been quite outspoken (in Chapter 10 in Sales Management. Simplified. and Episode 54) about his three big pet peeves regarding sales compensation (1. Plans that are too flat. 2. “Commission Annuities.” 3. Not rewarding New Sales), Greg Stanley is a true sales compensation wizard!
Take a listen as Greg shares his approach and several practical, powerful tips to get your compensation plan driving the desired sales behaviors and results.ok at a salesperson’s “revenue contribution” rather than simply looking at “revenue attribution.”
RESOURCES MENTIONED IN THIS EPISODE:
Accelerant Consultants
Greg on LinkedIn
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This episode is sponsored by Pursuit Sales Solutions. If you are looking for help adding A-player talent to your team, contact Mike’s friends at pursuitsalessolutions.com/weinberg