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How to Create a Powerful New Kind
of Sales Incentive Plan
Three-Part Series on CompFundamentals and PlanningPlan MechanicsBuilding Your Own Plan
Five Principles of a Good Planpay for persuasionprotect the best repsprevent runaway earningsoperate within budgetprovide performance insurance
Timelinedesign plantestdocumentlaunchpay calculation
Customer Segmentation
Whale Curve
The Sales Comp P&LMost Common+ Revenue- Cost of Goods= Gross Profit- Commissions- Expenses= Profit (hopefully)
The QPM Way+ Revenue- Cost of Goods= Gross Profit- Expenses= NBC (Net Before
Comp)- Commissions= Profit
Plan rewards unprofitable
sales
GP Commission Plan
NBC Commission Plan
next time…
Plan Mechanics
