Sales compensation, incentive compensation, team incentives, bonus: Colletti-Fiss

Colletti-Fiss, LLC is a consulting firm that helps management make decisions about programs that increase sales results. We focus on three areas of sales effectiveness: jobs design, performance management programs, and sales compensation plans. We are passionate about helping our clients use these programs effectively so they can grow profitably, serve customers wisely, and reward employees appropriately for achieving business objectives.

At your company, which of the following sales profitability measures are included in the sales compensation plan for the sales rep job(s) (direct or indirect "sellers")? Check all that apply.

Gross margin dollars

Gross margin percent

Price realization (i.e., actual price compared to list or ASP)

Business mix (i.e., product mix; customer mix; or both)

Net revenue (e.g., gross revenue less returns, price protection, etc.)

EBITDA (earnings before interest, taxes, depreciation, and amortization)

No specific sales profitability measure(s) used; however, sales crediting provisions cover aspects of profitability influenced by sales reps

No sales profitability measures are used

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