State:
Free Special Resources
Get Your FREE Special Report. Download Any One Of These FREE Special Resources, Instantly!
Featured Special Report
Claim Your Free Cost Per Hire Calculator
This handy calculator lets you plug in your expenses for recruiting, benefits, salaries, and more.

Graphs automatically generate to show you your annual cost per hire and a breakdown of where you are spending the most money.

Download Now!
May 08, 2010
Importance of Transparency When Reorganizing Sales Compensation Plans

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, described the importance of transparency when developing or adapting sales compensation programs.

For a Limited Time receive a FREE Compensation Market Analysis Report! Find out how much you should be paying to attract and retain the best applicants and employees, with customized information for your industry, location, and job. Get Your Report Now!

Transparency reinforces trust and understanding. When making changes:

  • Start small.
  • Watch the pressure gauge.

Two key factors in successful transparency are:

  1. Dialogue
  2. The sales manager

Dialogue means:

  • Active listening
  • Ensuring the message got through
  • Constructive confrontation
  • Building a relationship
  • Timely responses
  • Mutual responsibility

Sales managers are the bologna in the sandwich. They:

  • Hire, coach, foster team ethic and share processes
  • Translate plans into action
  • Forecast sales productivity and assess outcomes
  • Should be equipped with information and tools
  • Should be a manger, not a super salesperson
  • Make sure the staff knows how to win:
    • Quotas
    • Territories
    • Account assignment shifts
    • The model

It's important to align staff and management in a single, focused purpose.

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

Featured Free Resource:
Cost Per Hire Calculator
   
   
 
 
Twitter  Facebook  Linked In
Follow Us
CT-WEB02
Copyright © 2016 Business & Legal Resources. All rights reserved. 800-727-5257
This document was published on http://Compensation.BLR.com
Document URL: http://compensation.blr.com/Compensation-news/Compensation/Compensation-Administration/Importance-of-Transparency-When-Reorganizing-Sales/