Sales incentives should be used to attract, motivate, and retain sales employees. The challenge comes in putting all of the pieces of pay together in a meaningful way for both the salesperson and the company.
Each company is different. That includes different cycles of growth and business development, different financial demands, different limitations for the markets they serve, the products and services they offer, and different labor markets where they source talent.
Additionally, each individual is different, and sales incentives should be personal and meaningful in order to motivate action. The current marketplace for talent has very high expectations for aggressive pay practices, communicating purposeful work, and heightened scrutiny for diversity, equity, and inclusion.
I believe sales incentives can be crafted in a way that gives access to high levels of compensation for sales employees, all while leading their respective companies to optimal business outcomes. It is the fine line that I walk in my daily profession.
This site encapsulates many of my learning and musings on the topic of sales compensation. I hope you enjoy it and I look forward to hearing from you!
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