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May 08, 2010
Considerations for Developing Sales Compensation Plans in a Weak Economy

In a BLR webinar entitled "Sales Compensation Strategies: How to Motivate and Re-Energize Your Sales Staff in a Challenging Economy," Dan Kleinman, principal of Dan Kleinman Consulting, a compensation and human resource consulting firm, stressed the importance of sales linked to profitability during a challenging economy.

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This can be accomplished via a team-oriented sales culture.

  • There is a "for the common good" ethic.
  • There is focus on new services and sales.
  • There is a drive to ensure that every action supports customer loyalty.

To ensure you are prepared for continuing through stormy economic seas, it is important to employ:

  • Good plans
  • Good mechanics
  • Good people

Dan Kleinman is the principal of Dan Kleinman Consulting, a California-based compensation and human resource consulting firm. For the past 18 years, he has served as an independent consultant for a broad spectrum of regional, national, and international companies, providing compensation, performance, organizational planning, and reward-system design services. He may be reached at info@dankleinmanconsulting.com

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