Structure Matters

The first is often the greatest challenge, which is establishing the proper foundations for your program.

There are two primary challenges when designing a sales compensation program.  The first is often the greatest challenge, which is establishing the proper foundations for your program.  Company objectives need to be clear, as do the desired results that the new sales compensation programs are expected to deliver.

An appropriate organizational structure must also exist to ensure the optimal balance of focus and cost.   

ACTION POINT: Establish the proper foundation and organizational structure to support any sales compensation program you build.