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May 05, 2010
4 Drivers Toward Sales Compensation and Motivation in the Coming Years

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 four trending issues for sales motivation and compensation going forward.

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  • Who owns "the book?"You minimize your vulnerability and maximize your compensation flexibility when the company "owns" the book of business rather than the salesperson. This can be accomplished by using a team approach.
  • Getting your house in order.Keep to the fundamentals. Model and remodel.Hold true to your seller profile and align your compensation plan.
  • Moving toward profitability measures.Profitability-oriented sales compensation plans link pay to overall corporate results.
  • Increased transparency.Keep an open dialogue between management and sales staff to enforce trust and understanding.

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

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