John Clark on Sales Compensation (Part 2)

2021-04-02

OVERVIEW In this 18-minute episode Jon Clark Director of Sales Compensation at Saleslevers talks with Richard Higham about how to reward sales to help achieve the business’ goals. Part 1 looked at the ways sales compensation interacts with sales strategies and structure.Here he focuses on process, practice and principles. KEY TAKEAWAYS: Diagnose first – examine the current plan. Is it fit for purpose in a changing world? Formulate a plan that takes into account the business’ goals, strategies and constr...

OVERVIEW

In this 18-minute episode Jon Clark Director of Sales Compensation at Saleslevers talks with Richard Higham about how to reward sales to help achieve the business’ goals. Part 1 looked at the ways sales compensation interacts with sales strategies and structure.Here he focuses on process, practice and principles.

KEY TAKEAWAYS:

Diagnose first – examine the current plan. Is it fit for purpose in a changing world?
Formulate a plan that takes into account the business’ goals, strategies and constraints.
Develop the plan – stress test to avoid unintended consequences.
Reinforce the plan with effective communication.
Recalibrate – measure the impact and refine the plan for the coming period.

BEST MOMENTS:

“We need to look at the critical design principles. Does the comp plan reflect what you’re asking people to deliver? Is it simple enough for them to understand? Does it differentiate between high and medium performers?

“Explain the plan very clearly and transparently to the salesforce how this is going to work in different scenarios and why they should embrace it. So... communicate, communicate, communicate.”

RESOURCES:

To discuss any of the sales compensation issues raised in this podcast please contact jon.clark@saleslevers.com

Jon will also be pleased to send you a quick sales compensation self-assessment tool.

ABOUT THE HOST

GSR host, Richard Higham writes, speaks, consults, coaches and trains on sales performance in a changing world. He serves as Managing Director of SalesLevers and as part of the leadership team of Gyroscope International.

sayhello@salesfitnessgroup.co.uk

www.salesfitnessgroup.co.uk

ABOUT THE GUEST

Jon Clark brings together a clear understanding of sales performance and deep experience of the theories, techniques and technologies of effective compensation. After 12 years with Deloitte consulting in this space he has advised and implemented sales compensation programmes across markets and sectors with business ranging from multibillion pi=und multi-nationals to high-growth scaling SMEs.

jon.clark@salesfitnessgroup.co.uk

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