Compensation

Common Problem: My compensation plan does not motivate the right behavior.
Understanding compensation starts with a general belief that, on average, people enter into a career in sales for 2 reasons:

Ego/recognition
Money

As a result, the wrong compensation plan (or no compensation at all for that matter), can negatively impact their behavior and attitude.

The Solution: Compensation Plan Design.

Whether Focus is helping you recruit; redesign your sales organization structure, or simply reexamine your current compensation model, we view compensation as an integral part of the sales structure.

When developing your compensation model, we look at:

What type of business this is – are you selling capital goods or useable commodities - and therefore how do your customers buy?
What does this role truly have responsibility for? (Revenue? Margin? Volume? Leads generated?)
Where do we want this role to focus (New business? Existing business? Past business?)
How we can incentify growth ahead of maintenance?
Whether this a team sell or not.

Focus has built many templates and tools to help you quickly and effectively build a motivating compensation plan.