As a rule of thumb you should have no more than six objectives, and ideally two or three.
Each of the sales models includes several different sales or marketing positions. The next step is to map these positions back to your strategy. The role map in the table below is a powerful tool for this exercise. It enables you to connect your strategic objectives to roles that the position plays in meeting your objectives and to the measurements that will be used to demonstrate successful performance in the role. The performance measurements become the baseline for goth your sales management system and your compensation plan.
The first column identifies the strategic objective for the position. These objectives should be based on your strategic market gaps. As a rule of thumb you should have no more than six objectives, and ideally two or three.
ACTION POINT: If you find that you end up with dozens of items, then you do not have sufficient strategic clarity to finalize your organizaiton structure--much less dive into sales compensation.
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