YourSalesManagementGuru

Blog archive

Sales Commissions and Sales Contests

I am speaking this week in Atlanta at a national conference on the topic of sales compensation during challenging times. One of my beliefs is compensation must be strategic and aligned with the goals of the corporation. If your objectives are changing or because of challenging times you are still using the same compensation plan from previous years, consider several ideas:

  1. Build in a team compensation model; where if the team exceeds a quarterly target, pay a bonus. The bonus is paid out based upon per/person contribution. This helps everyone work together to attain the 'company' number.
  2. Build a sales contest now to increase pipeline values and activity to ensure you have a summer full of sales opportunities. Run it for May/June with the rewards non-cash incentives. Send me an e-mail for a free idea.
  3. Create a year-long sales incentive contest based upon a quota for the salesperson to win. If they achieve 115 percent, then their spouse/friend can attend. (cruise/golf resort). All the winning salespeople would attend at the same time/location. Create a theme for the trip; this will give you a common message for the remainder of the year.
  4. Create a companywide contest linking teams of sales/admin/technical teams together to compete for most leads, most sales dollars, most net new accounts. Get your entire organization charged up.

Competition can be fun!

Posted by Ken Thoreson on April 21, 2009 at 11:59 AM


Featured

  • 2019 Microsoft Conference Calendar: For Partners, IT Pros and Developers

    Here's your guide to all the IT training sessions, partner meet-ups and annual Microsoft conferences you won't want to miss this year.

  • Microsoft Partners with NIST To Improve Enterprise Security 'Hygiene'

    Microsoft will "soon" kick off an effort to help organizations better patch their software, with help from the National Institute of Standards and Technology.

  • Microsoft, Pivotal Collaborate on Azure Spring Cloud

    Azure Spring Cloud, a developer service jointly built and operated by Pivotal Software and Microsoft, debuted as a private preview this week.

  • The 2019 Microsoft Product Roadmap

    From the next major update to Windows 10 to the next generation of HoloLens, here's what's on tap from Microsoft this year.

RCP Update

Sign up for our newsletter.

Terms and Privacy Policy consent

I agree to this site's Privacy Policy.