A prospective client called several days ago and asked: ?What should I pay a great performer and what should I pay a salesperson who doesn't meet expectations??


Assessing sales compensation effectiveness from the perspective of expected market pay levels is far too limiting. Sales compensation should be evaluated within the context of the entire performance and pay range for the job performed and results delivered. Furthermore Jamie Langenbrunner Devils Jersey , sales compensation plans and pay levels should be created or critiqued in the same way that one assesses any other investment geared toward making money or improving future business.


Companies expect a substantial revenue and profit return on their investment in sales compensation. For example:


1. A company that pays a 10% commission invests $1.00 to net $9.00 ? a 9:1 return on its commission investment.


2. A company that provides a $25,000 bonus opportunity to a field sales representative for generating $2,500,000 in revenue does so in the expectation that it will receive $100 for each dollar of bonus paid.


So how do you increase the odds of getting a substantial return on sales compensation and achieve a reasonable compensation cost of sales? First Scott Stevens Devils Jersey , you build a clear understanding of how sales resources influence the sale so that your sales force is precisely focused on factors that matter. Supporting the sales effort through astute organizational definition and performance-driven pay creates the link between sales effort and delivered results.


Every bit as important as incorporating the drivers of performance into the sales incentive plan is the creation of an effective connection between pay and results. This means you need to make sure total pay is incentive-weighted and variable compensation is leveraged ? configured to produce market-leading payouts for high performance. Low performers must be paid meaningfully below market, creating significant performance-based incentive payout differentiation. Aligning your incentive payout profile with the marketplace doesn't adequately pay ?winners? like winners and 'losers? like losers.


You can reveal the amount of incentive payout differentiation in your sales incentive plan by examining your incentive payout multiples. Compare your payouts for high performance to the awards paid for low performance. The high performance payout divided by the low performance payout is your incentive multiple. The multiples across your performance distribution (e.g., 'target? vs. 'minimum acceptable,? ?excellent? vs. 'target Ken Daneyko Devils Jersey ,? and ?outstanding? vs. ?excellent?) should accelerate, recognizing the value of achieving increasingly difficult performance levels. You can test your incentive payout differentiation against the market by comparing your multiples to the market's 50th vs. 25th, 75th vs. 50th and 90th vs. 75th percentile incentive payouts.


Best-practice companies have high performance sales cultures. Their strategies for acquiring and retaining business are aggressive. Losing profitable revenue growth that was hard won isn't acceptable. Goals at the salesperson level are stretched.


High performing companies are intolerant of, and pay stingily for Marcus Johansson Devils Jersey , below goal performance. Rewards for high performance are significant. Their incentive payout at ?outstanding? performance is at least four times the award at 'target? performance and as much as twenty-five times the payout at 'minimum acceptable? performance. But, they also know that sales compensation alone won't drive high performance. And so they employ an integrated approach toward performance management, emphasizing sales leadership, training Jesper Bratt Devils Jersey , sales focus, communication, performance measurement and pride of achievement.


The cellphone spy program is being promoted by websites on the internet as the bugging device for parents and lovers who want to know what their loved ones are up to. For a small fee, anyone can spy on cell phone text messages Miles Wood Devils Jersey , or even record cell phone conversations right from their home computer.


Parents consider cellphone monitoring as a preventive tool to watch over their kids activities, verify their locations, and see who they are hanging around with.


Disheartened lovers who use mobile phone spying defend it as a way to keep tabs on their significant other when they think there may be an affair or, other people involved in their relationship where secrets are being kept from them.


Incredibly Pavel Zacha Devils Jersey , cellphone spying is a legal cellular eavesdropping device with no federal regulations. (at least not yet)


This opens the door to not just family members who want to keep tabs on their loved ones, but also to anyone else who wants to be a mobile phone spy.


Think corporate espionage, or even National Security here.


The internet websites promoting this service have no regulations and to use their programs, all the cellular spy user has to do is log onto their home computer or laptop and type in the phone number of the person they want to spy on.