The behaviours adopted by your sales team and the efforts they make to maximize their performance depend, notably, on the synergy between the various components of your sales system.
At the heart of this system are the sales compensation programs, which have a cascading effect on the profiles of your sales team employees, on their behaviours and efforts and, consequently, on your clients and financial results.
Khlat Compensation Consulting’s expertise in this area of compensation leads to the development of sales compensation plans that are based on the best practices of this discipline, whether from existing programs or from scratch.
Guiding Principles of a Sales Compensation Mandate
Flexibility in the type/level of support offered:
Consulting on a specific issue
Improvement of your current sales compensation plans
Overhaul of your current compensation plans or design of new ones
Training your management team on the various aspects of sales compensation
Programs developed according to your needs, following targeted interviews with your team, relatively to your:
Business strategy
Financial objectives
Corporate values
Sales strategy
Sales culture (current and desired)
Sales roles (current and desired)
Nature and life cycle of your products/services
Strengths and challenges of your sales force
Other internal organizational components
Presentation of different compensation program options and their potential impact on your sales team, their sales behaviours, your customer base and your company
Simulation and financial modeling of the implementation and maintenance costs of different program options with supporting sensitivity analyses
