Sales Incentive Golden Rules
When creating a sales incentive program there are three golden rules that you always want to follow to ensure success.
Sales Incentive Golden Rules:
Keep it simple, concise and easy to understand
Plan should only have 2 – 3 metrics, 1 metric is ideal
Employee should be able to directly influence these metrics
If you are unable to clearly communicate a plan effectively this will lead to confusion, poor management, shadow account and mistrust with the Sales Force. Keep the plan simple and concise focusing on only 1 or 2 things ideally. Finally, the individual should be able to have a direct influence on the metrics they are being measured on to ensure accountability. This will truly drive behavior.