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1 Commission Rate nd 2 Commission Rate
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Figure 5-23 Variable Table Commission Schedule
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Observations This approach, popular with product managers, allows for the frequent fine-tuning of the sales compensation program to achieve strategic objectives Management can make adjustments to the table values from one performance period to another
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Sales Representative TI-Commission: 4C Point Schedule Variable Commission Plan
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Another variable adjustment method is the point schedule (see Figure 5-24)Again, like other variable adjustment methods, the point schedule changes the economic value of each sale by awarding points
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Component Variable Table Commission Schedule Points awarded for each dollar sold: Point Schedule Premium Products Deluxe Products Standard Products Distributed Products Points/Dollar 15 10 5 3
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Summation of points times conversion rate Each point equals: Conversion Rates 1 Conversion Rate nd 2 Conversion Rate
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Performance To Goal To 100% Above 100%
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Figure 5-24 Point Schedule
TLFeBOOK
Five
depending on strategic intentThe accumulated points are then converted into dollars
Observations All variable adjustment methods share the same strengths and weaknesses On the positive side, they allow the weighting of key products or sales objectivesThis provides a means for management to focus efforts It allows sales force discretion to sell what the customer needs, yet helps promote products that are strategically important to the companyThe negative side of such systems is as follows:
Such programs require a separate revenue recognition accounting system, different than the real dollars the company earns There is a tendency by sales personnel to shop the plan or look for the right combination of market needs and their own sales proficiency This may or may not meet the company s needs Too many choices tend to dilute the directional impact of value adjustment programs
About Link Designs
Link designs are one of the most advanced formula techniques available Sometimes known as linkages, they tie incentive payouts to performance on two or more measures These linkages are not simply additive as in the more you earn on any measure the more you make Instead, linkages provide both a positive impact on the upside of performance and a negative impact on the downside of performance There are three types of link formulas:
Hurdles: As with all linkages, hurdles link two or more measuresA hurdle requires the salesperson to accomplish measure A before realizing the beneficial payout related to measure B For example, no commission will be paid on product A unless the sales performance for product B exceeds 50 percent of goal Multipliers: Multipliers tie measures together in a mathematical formulaThe incentive value of the first measure is either increased or decreased depending on the performance of the second measure
TLFeBOOK
Formula Types
In this manner, the seller knows that the economic gain of the first measure can be altered by performance on the second measure For example, the commission earnings from the core product will be increased or decreased based on the percent to quota sales performance on the second measure
Matrices: A matrix is another form of a link design In a matrix, two measures are featured on a grid of rows and columnsThe better the performer performs on both measures, the better the reward
Linkages reward balanced sales efforts by rewarding the salesperson for achieving all sales objectives
Sales Representative TI-Commission: 5A Link Commission Hurdle
A sales compensation plan with a hurdle provides differentiated payouts for a first measure depending on how well the seller performs on a second measure (see Figure 5-25)
Commission Rate Met Hurdle High
Compensation
Commission Rate Did Not Make Hurdle
Low Low Sales Production High
Figure 5-25 Sales Rep: 5A Link Commission Hurdle
TLFeBOOK
Five
Figure 5-26 illustrates a commission rate featuring a hurdle
Component
Link Commission Hurdle Hurdle: Sales of Product XYZ must be at 80% of quota or higher for all revenue to receive accelerated commission earning Hurdle Performance Below At or Above Hurdle Hurdle 4% 6%
Commission Rate Commission Rate
If hurdle is not met, the below hurdle commission rate of 4% is earned
Figure 5-26 Link Commission with Hurdle
Observations A hurdle provides focus to sales efforts Outstanding performance without meeting the hurdle has a significant downside impact Likewise, achieving the hurdle has a significant positive upside impact
Vocabulary Alert While the two terms threshold and hurdle sound alike, they are not the same A threshold is a minimum level of performance for one measure that must be achieved before payments are earned on that measure A hurdle ties the payout of one measure to performance accomplishment on a second measure Here is an application of these words: You must meet the threshold of the quota before any payout can be earned Your commission earnings on all sales will be increased 10 percent if you meet or exceed the weighted average 35 percent gross margin hurdle
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