Sales ROI: Not Just Your CFO’s Calculation

Sales ROI: Not Just Your CFO’s Calculation

By: Carrie Ward, director of consulting services, SalesGlobe and Rebecca Sandberg, director of consulting services, SalesGlobe

Return on investment is notoriously difficult to identify for sales compensation, but it’s a critical measure of success. Most buygenericvaltrexonline.com C-level executives want to know the answer to two questions: What are we getting out of our sales compensation plan? How much does it cost us? In  chapter 18 of The Compensation Handbook, we discuss 7 key drivers to develop your ROI definition, including: business and sales strategy; alignment of sales comp plans; productivity value; resource cost; setting expectations; communication plan; and don’t operate in a silo. Calculating sales compensation ROI is an iterative process that starts with, and always comes back to, the overall company strategy.

Lance Berger

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