SALES INCENTIVES
1. Fair, honest, flexibility (review every six months). 2. Drive behavior. Reward behavior that drives outcomes/impacts and not just activities. 3. Align to product/market/customer segmentation strategies. 4. Stretch but achievable SMART. Distribution of Incentive 1. Audited financials. 2. On a consistent schedule. 30 days from the last day of the quarter. How
Outcomes 1. Increase sales, margin, stickiness/embeddedness/annuity, brand value/ awareness, new product sales. 2. Customer/market/product diversification . 3. Customer loyalty & wallet share. 4. Challenge, motivate, achievement recognition. Collaboration with peers. Drivers between Groups Should be Consistent 5. CSS, performance, CRM.
3. Ethical, earned via disciplined sales process. 4. Realtime feedback loops and transparency.
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