Overcoming 5 common mistakes with sales incentive systems
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Overcoming 5 common mistakeswith sales incentive systems
Not aligning the incentive system to the sales team’s
way of working
COMMON MISTAKE#
How does the sales team like to work?
Are sales reps on the road?
What about sales ops?
How does the sales team like to work?
Which tasks?
How collaborative are team
members’ tasks?
How does the sales team like to work?
What technology do team
members use?
How do team members consume
information?
Your sales incentive system should reflect your sales team’s mobile device strategy.Tip
Our sales leader said... “We’re going on the
iPad”...whatever we do has to work on the iPad.
— IT services manager,insurance company
Customer example: Learn how this marketing firm implemented a sales incentive system aligned to the sales teams’ way of working.
“This company has sales reps that are the classic road warriors. The reps go door-to-door, business-to-business trying to sell directory listings and websites…and they use their iPadsas part of the process of presenting to their prospects…and even submitting orders.
So it was very important to structure the sales comp dashboards and reports so that they look right from their iPads
With [IBM], over 1400 of our field sales rep can access their sales compensation system via their iPads along with the other tools they use on-site with customers. They don’t miss a beat when it comes to understanding the compensation implications of their selling activities.”
Vice president of sales operations
Read this blog: 4 features of a modern sales performance management plan.
CLICK HERE for additional IBM Sales Performance Management Resources
Discover additional IBM sales performance management resources
Download the ebook A New Way to Work: Futuristic Insights to 2025 and Beyond.
You will learn about: Why we need a new way to work
and how to break free from the status quo
The future of work talent How work culture is changing What you can do with big data
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