Results-Driven Incentive Process

How do I start?
As stated in Chapter 20 of Chief Revenue Officer!, “there is no silver bullet for incentives.” The process drivers are the mix of business development and account manager roles combined with their respective performance goals and compensation profiles. These provide the starting point for developing a Results-Driven Incentive Process.

DIY Program
Reference our DIY Revenue Workbook. We are also available to support your implementation on a coaching basis.

Custom Program
The goal is to have an incentive plan that aligns all the key performance factors as outlined in Section IV of Chief Revenue Officer! This includes a review of the current plan(s), clarification of sales position performance goals and their target compensation levels. Plan development typically includes separate drafts for both business development and account manager roles. Depending on the number of sales levels and positions (Business Development, Sr. Account Manager, etc.) to be addressed, custom plans are typically in the $6-10+K range. Travel outside the Minneapolis – St. Paul metro area is additional and reimbursable.

results2

Bankable Forecast Process

Skills-Based Staffing Process

5 Ms Sales Process

Call us at 952-232-6720 or email info@croroundtable.com to get started.

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