Optimal Sales Force Reward System

Types of Sales Force Rewards

Intrinsic Rewards

Extrinsic Rewards

Financial Compensation

Straight Salary Advantages

Straight Salary Disadvantages

Straight Commission Advatanges

Straight Commission Disadvantages

Straight Commission: Plan Variation

Commission Base

Commission Rate

Commission splits

Commission Payout Events

Performance Bonuses (Accelerators) Advantages

Performance Bonuses (Accelerators)

Non-financial Compensation

Sense of Accomplishment

Opportunity for Personal Growth

Job Security

Opportunity for Promotion

Recognition

The Sales Manager

3 Main Roles of Sales Manager

Sales Roles of Manager Percentage Distribution

Typical Roles of Sales Manager:
As a People Manager

Typical Roles of Sales Manager:
As a Customer Manager

Typical Roles of Sales Manager:
As a Business Manager
(From company to field)

Typical Roles as Sales Manager:
As a Business Manager
(From field to company)

Importance of Planning

Levels of Planning

Strategic Planning

Tactical Planning

Monthly & Weekly Planning

Daily planning

Sales Force Manager should consider...

Planning Process

Analysing the Situation

Setting Goals & Objectives

Determine Market Potential & Sales Forecast

What support sales forecast (sales budgets)?

Evaluate & Control

Territory Analysis

Sales Organisation Structures

Equalised Sales Force

Incremental Productivity

Advantages of Company Representative

Advantages of Independent Manufacturer Representatives

Independent or Company Salespeople Costs?

Basic Category of Rewards

Compensation Rewards

Non-compensation Rewards