So you’ve decided on the basics of your sales compensation scheme. You understand your key drivers for sales success, you’ve specified your desired actions and behaviors as well as sales targets and on-target-earnings. But we’re not done yet.
There are still a number of moving parts to decide on. Which KPIs are you incentivizing for? Do you focus on input or output factors? Where’s the difference between hunters and farmers in incentivization? What can you do when sales are lagging? And how does team effort play into it all?
Raul Porojan, Sales & Customer Success Specialist at Project A, goes into the nitty-gritty of our sales compensation in a nutshell series with Christoph Rösler, Director Venture Development & Sales at Project A.
Guest: Raul Porojan, Sales & Customer Success Specialist at Project A
Host: Christoph Rösler, Director of Venture Development & Sales at Project A
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