Sales incentive architecture

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The Sales incentive architecture should escape the bell curve effect and ensure that the journey of sales is rewarded as much as the destination of sales.

Sales

Mr. Sanjay Singh
Sanjay is a nationally renowned Management Coach
with the proud privilege of mentoring brands like
ICICI Bank, Airtel, Godrej & Boyce, Osborne
Lippert, Grindmaster, Bosch, SuKam, Cahor and
many more.
He is a visiting faculty of IIM, Kolkota.
Sanjay has publications like “Beg, Borrow or Sell” ,
“The Grass is always Green” and “The Silos of
Customer Relationship Management”.
Sanjay has a working experience of 29 years in
countries like USA , W Africa and now India. He has
done his BE, MBA and BA(Sanskrit).
Presently he is the Chief Knowledge Resource of
Strategic Concepts (I) Pvt Ltd and closely works
with Small and Medium Enterprises.
9970506000
mindtandoor@gmail.com
www.consult4sales.com
1

Some Insights
Sales Incentives and Compensation Plans
www.consult4sales.com
4

Why Sales Incentives?
www.consult4sales.com
5

Whom do you want to motivate?
www.consult4sales.com
6

Components of Sales Compensation
www.consult4sales.com
11

Types & logic
One cap does not fit all.
www.consult4sales.com
15

The Salespersons Dilemma
www.consult4sales.com
17

Effect of sales incentives
This is a double edged sword.
www.consult4sales.com
20

Industry Feedback
www.consult4sales.com
22

Sales metrics
3M – Monitor, Maintain & Measure
Which metric do you want to incentivise?
www.consult4sales.com
25

What do you incentivise?
www.consult4sales.com
26

What should you not
incentivise?
www.consult4sales.com
27

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