Sales Compensation

Motivating the correct sales behaviors by providing rewards for the results with the greatest benefit to the organization.

Sales Compensation

Motivating the correct sales behaviors by providing rewards for the results with the greatest benefit to the organization.

Client Challenges

The sales force is too comfortable selling to existing customers and they need to acquire new customers.

You need to transition the sales organization from mostly farmers to mostly hunters.

The sales reps need to be more accountable for the bottom line, including taking a more active role in managing receivables.

Incentive payouts are down and you're worried about losing your best salespeople.

You need selling relationships with your customers' key executives, not just their purchasing area.

Sales reps are being paid larger and larger commissions, yet the organization is not hitting its sales budgets.

Clearwater Can Help...

Determine whether pay for salespeople is above or below market

Develop creative alternatives to your current sales incentive plans

Model, document and help you communicate sales compensation

Audit your sales compensation plan by reviewing your design on seven key success factors

Conduct sales force effectiveness surveys and compare your team’s behaviors to the norms

Define what your best salespeople are doing differently

Fun Fact- Sales Compensation

In a Clearwater survey of over 8,000 sales representatives from over 150 companies, 45% did not agree that "the company will continue to increase sales and remain profitable if I continue my current way of selling".

Clearwater in the News

"Future sales success will not rely as much on the innate selling skills of the sales force as on the selling process that is developed and maintained."

- Workspan Magazine

Articles and Related Content

Following are articles written by, or featuring, Clearwater consultants.

Frank Thoughts on Driving Performance

Synygy Magazine interview with Brad Hill that describes the features of effective incentive plans.
Choose Wisely

Synygy Magazine article by Matt Alderton outlining 10 questions to consider before putting together a sales incentive plan.
Paying for Quality Sales

Journal of Compensation & Benefits article describing work done at Walt Disney World to design a quality sales process and a compensation program to support the process.
Five Steps to Quality Sales

Bureau of Business Practice Sales Manager's Bulletin explaining how to reward the quality as well as the quantity of sales.