Overcoming 5 common mistakeswith sales incentive systems

Implementing flawed processes in the new system

COMMON MISTAKE#

Rethink existing flawed processes before automating

them in the new system

This customer copied old processes into the new software.

But, if you put your magnifying glass up to this image, you’ll see manual processes & workarounds.

This is not optimal.

Before building your reports, sit down with your consumers and ask them “what do you need?”

Is this report still needed?How do you use

this report?

Can it be simplified?

Can it be structured to replace multiple

reports?

Tip

Take the steps to rethink your compensation plan before implementation

Tip

Step 1 Take a time outSpend 3 – 4 months thinking about whether your plans are right.

Get a second opinionPartner with a consulting firm to review your plans.

Step 2

SimplifyReduce number of plan measures to 3 or less, so things don’t get too confusing and diluted.

Step 3

Reuse componentsAnalyze your existing comp plans to determine which ones are similar, so you can save time by reusing components.

Step 4

Download your copy of the Sales Performance Management

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