| Program Content |
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Accelerating Sales Force Performance |
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Engines of sales force effectiveness |
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Role of sales force incentives |
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The 3-C's Framework for Incentive Plan Assessment |
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Consistency with marketing strategy |
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Compatibility with other engines of sales performance |
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Consequences for activities and results |
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The Four Key Decisions to Match the Incentive Plan to Sales Force Roles |
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Pay level |
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Salary-incentive mix |
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Measures of performance |
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Performance-payout relationships |
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Plan Testing and Selection
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Quantitative assessments |
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Qualitative assessments |
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Predicting consequences and future-proofing a plan |
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Setting Goals
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The role of goals in driving performance |
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A five-step process for setting good goals |
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Incentive Plan Implementation and Administration |
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Administering a plan for sales force impact |
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Tracking plan health |
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Retention challenges and strategies for salespeople and customers |
