The Resource Corporation has extensive experience in helping companies to improve the effectiveness of their sales compensation practices. We start with the premise that all aspects of a well-designed sales program should accurately reflect the company’s business strategy and objectives.

Our approach includes the following activities:


ORIENTATION

Acquiring a sound understanding of the company’s business plan.


BASIS OF REFERENCE

Learning about the company’s marketplace – both its customers and competitors, and the compensation levels for similar jobs within the industry.


FEEDBACK

Obtaining feedback from both management and selling staff regarding the effectiveness of the current sales process and compensation program.


ANALYSIS

Identifying how accurately the current sales compensation program reflects the established sales and marketing objectives of the organization and how well it motivates the sales force to achieve desired results.


MONITORING SYSTEMS

Incorporating the capabilities of the company’s information and support structure when recommending new compensation strategies.


DISCUSSION PAPER

Preparing a report that summarizes the results of our findings and presents our recommendations for the sales compensation program.


SALES COMPENSATION PLANS

Designing a compensation approach that will motivate sales representatives and sales management to achieve the company’s goals and objectives. Determining the appropriate performance measures; the mix of salary, commission or bonus; and how quotas, thresholds, or accelerators can impact performance.


PREPARATION

Testing the new sales compensation plans in advance to ensure that they meet the company’s cost requirements and will facilitate a stronger link of pay to performance.


COMMUNICATION

Preparing presentation materials and plan documents to introduce and communicate the new compensation program to employees and ensure smooth implementation.