Sales Compensation Planning Checklist

By Ellen Miller

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Sales Compensation Planning Checklist Summary› (PDF, 72KB)

• Business strategy articulated 
  
  
• Fiscal year initiatives identified 
  
  
• Go-to-market strategy and with roles and responsibilities spelled out 
  
  
• Coverage model defined with customer buying preferences identified 
  
  
• Sales compensation plan principles agreed upon 
  
  
• Pay mix aligned with role 
  
  
• Commission payout analysis of current plans completed 
  
  
• Other bonus payout analysis completed 
  
  
• Crediting (and other policies) articulated and documented 
  
  
• Quota setting process defined and in place 
  
  
• Targeted total compensation is market competitive 
  
  
• Wide dispersion of pay from top to average 
  
  
• Top employees are retained and well compensated 
  
  
• Systems vs. manual administration assessment
  
  

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