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How to Structure a Commission Plan That Works: Sales Optimisation, #1
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About this ebook
Is your commission plan driving the right behaviours amongst your sales executives? Are you leaving money on the table because of misalignment of objectives? How do you keep your sales team pushing right up to the last day of the month?
Sales Optimisation: How to Structure a Commission Plan That Works is a concise practical guide offering the fundamentals of sales commission plan design. To help you understand how to drive the necessary performance amongst your sales executives, it offers a printable worksheet, along with workable action points and a real-life case study, to enable you to structure a commission plan that works for your organisation.
Written in collaboration with Alcon Maddox consultants and leadership specialists boasting extensive commercial and HR experience, this how-to guide benefits from decades of real-world sales experience and numerous consultation mandates that have helped companies thrive.
Aimed primarily at the business owner who has developed a great product or service but has little to no personal experience of sales, anyone who is responsible for the design of a sales commission plan will benefit from a review of this essential information.
LanguageEnglish
PublisherRichard Richie
Release dateMar 12, 2023
ISBN9789693092394
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How to Structure a Commission Plan That Works: Sales Optimisation, #1
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Book preview
How to Structure a Commission Plan That Works - Richard Richie
Sales Optimisation
How to Structure a Commission Plan That Works
Richard Richie
Published by Alcon Maddox
Copyright © 2023 Richard Richie
All rights reserved. No part of this book may be reproduced in any form either by electronic or mechanical means, including information storage and retrieval systems, without permission in writing from the copyright owner, except by a reviewer who may quote brief passages in a review.
Disclaimer: While all attempts have been made to verify the accuracy of the information provided in this publication, the author assumes no responsibility for any errors or omissions.
First eBook Edition February 2023
Book design by Alcon Maddox
ISBN 978-9-69-309239-4 (eBook)
Published by Alcon Maddox Management & HR Consultancy
Level 29
2902 Marina Plaza
Dubai Marina
UAE
www.alconmaddox.com
Contents
Title Page
Copyright
Introduction
The Sales Professional
The Business Objective
Aiming in the Right Direction
Inputs to the Plan
Outputs of the Plan
Case Study
Summary
Worksheet: How to Structure a Commission Plan That Works
About the Author
Praise for Author
Books in this Series
Excellence is not a skill. It’s an attitude.
Ralph Marston, American Football Player & Author
Introduction
This eBook supports you, the business owner, or aspiring business owner, in the design of a sales commission plan that works to drive the required performance amongst your sales executives.
Greater effort and performance should always be met with increased reward, but it must be tangible and manageable. It is essential that your commission plan attracts and retains the right talent, whilst driving the behaviourrequired to achieve business objectives.
But there are so many questions. How do you keep your sales team pushing right up to the
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