David Cichelli Blog: May 2013

Sales Compensation Redefined — Rewarding Customer Outcomes

Traditional sales compensation plans are clearly one-sided. Simply put: Pay plans reward sales personnel for increasing the selling company’s sales results, not for meeting the customers’ needs. Further, more elaborate pay programs reward refined measures such as product mix, profit/price attainment or purchasing continuity while all serving the same master—the selling company. Read Full Post