We offer our clients the following three major services:
Job Design.
We pioneered the concept of "new sales roles" with the publication of our book, Compensating New Sales Roles. The changes taking place in how companies work with their customers often result in new sales roles and, thus, new or redefined jobs in Sales, Customer Service and Technical Support. Unfortunately, companies often skip over the importance of clear, well defined sales and services jobs during times of change. The result is job contamination and the consequences of it are felt across the spectrum of human capital management. We confirm or clarify for a particular job or job family:
- Job charter, i.e., description of the "essence" of the job
- Customer coverage assignment(s)
- Key accountabilities
- Interface with other resources in the sales and customer management processes
Sales Performance Management.
We believe that sales performance management requires a systematic process. The process should focus on selecting the right measures of performance and then putting forth meaningful data to facilitate an on-going dialogue between sales people and their managers about business results. Those results should contribute to the effective execution of a company's strategy. We provide recommendations about:
- Measurement selection
- Measures to include in the incentive plan vs. the performance appraisal
- How to set performance range(s) for financial/sales objectives
- How to integrate sales results (e.g., quota attainment) and performance appraisal scores
Sales Compensation Plans.
The sales compensation plan is one of the more powerful tools that managers can use to direct, motivate and reward desired performance. We are experts in sales compensation plan design and implementation. We help our clients develop innovative, yet practical solutions to compensating all employees who have proactive contact with customers. Through our consulting projects, we help our clients make decisions about:
- Eligibility
- Salary/incentive ratio (i.e., mix and leverage, the upside opportunity)
- Performance mesures and weights
- Formula features - e.g., commission, bonus, accelerators, linkages
- Plan terms and conditions
- Transition/implementation planning
In many situations we can do this work quickly because we use our unique design tool, Incentive Xpress® (IX). IX is a variable compensation "point and click" design tool that compliments and accelerates the design process.
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