Anthology of 50+ Successful
Sales Incentive Plans To Achieve
Your Goals In Today’s Markets -From 30 years consulting experience
-Free anthology support*
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-Total cash assumption
-Base Salary
-Target Incentive
-Stretch
-Capped
and uncapped
-Design features
-Incentive plan
-Performance goals and ranges
-Payout opportunities
-In dollars
-In percent of base salary
-In multipliers
-Linked and unlinked
-Administration guidelines
-Payout example
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Summary of Anthology Appendix
1. Sales Focus On Revenue (7 Plans)
2. Sales Focus On Revenue and Profit (6 Plans)
3. Sales Focus On Revenue and Accounts (3 Plans)
4. Sales Focus On Revenue and Products (5 Plans)
5. Sales Focus On Revenue and Special Objectives (4 Plans)
6. Sales Focus On Revenue, Profit, and Accounts (5 Plans)
7. Sales Focus On Revenue, Profit, and Products (5 Plans)
8. Sales Focus on Revenue, Profit, and Special Objectives (4 Plans)
9. Sales Focus On Revenue, Profit, Accounts, and Special Objectives (5 Plans)
10. Sales Focus On Revenue, Profit, Products, and Special Objectives (6 Plans)
11. Sales Focus On Revenue, Profit, Products, Accounts, and Special Objectives (4
Plans)
Sales Incentive Plan Strategies
1. Minimize territory size impact
2. Encourage tenure
3. Support sales excellence
4. Support achievement expectation
5. Control costs
6. Every sale counts
7. Encourage team sales
8. Support profitability
9. Minimize sales discounting
10.Improve margins
11.Optional profit
12.Link volume to profit
13.Affordability
14.Target account emphasis
15.Seek new accounts
16.Local national account support
17.Select product emphasis
18.Drive new products
19.Sell complete line
20.Prioritize sales time
21.Attention to building business
22.Support building business
23.Encourage planning
24.Balance sales activities
25.High pay to super stars
26.Support profitable margins
27.Control costs of building new business
28.Account profit targeting
29.High pay for complete job
30.Include teamwork and national account support
31.Profitable market penetration
32.Optimize profitable sales
33.Overcome weak new product goal quality
34.Encourage profitable follow-on sales
35.Control costs efficiently
36.Optimize sales time
37.Professionalize sales activity
38.Control and delegate expenditure of sales time
39.Encourage proactive sales effort
40.Field management control support
41.Support efficient and effective growth
42.Detail profit growth and business building
43.Support complex sales activity
44.Balance existing and new business
45.Optimize profitable sales time
46.Affordability control of a focused sales effort
47.Support total marketing program
48.Support profitable region growth
49.Balance multiple sales objectives and profit
50.Multiple sales goals including targeted profit
51.Complex measures to support total sales job
52.Control affordability of high opportunity
53.Seasoned large sales job rewards
54.Control and reward prioritized sales efforts
GARY A. SCHROEDER
Gary Schroeder is a prominent sales compensation consultant with 30 years of experience
dealing with most US industries. He has been an instructor for WorldatWork and has
taught adult education programs for Michigan State U, the American Management Association,
and SHRM. He has an MBA from North Texas State University and a Bachelor in Electrical
Engineering degree from University of Florida. Prior to starting Schroeder Associates
in 1982, specializing in sales compensation, he held positions of Sales Compensation
Consultant with Hay Associates, VP Marketing and Sales for a new venture firm, and
Product Manager with Texas Instruments.
Sales Compensation Clients Have Included
Comcast – Customer Service
Comcast Cable Advertising
Swiss Bank
Safecard
First National Bank
Liberty Insurance
Blue Cross/Blue Shield
Belden Wire and Cable
TSS (Division of IBM)
Kodak Imaging Business
Hadco
Norelco Keebler Kraft
Isotoner Gloves Abex
Harris Specialty Chemicals
Bil Mar
Amity Leather
Weil-Mclain
Philips Lighting Company
Safeguard
PYA/Monarch
Campbell Soup
Philips
CP
Uniforms to You
Perrigo Tommy Armour Golf
Philips Consumer Electronics Center for Professional Development
Sears
Wilson Sporting Goods
Agfa
Follett Software
D&B Software
Harris Electronics
Motorola Platform Software
Motorola Cellular Telephone
Philips Advance Transformer
Bayer Pharmaceuticals
Bayer Consumer Products
Haarmann and Reimer
Technicon
Bayer Diagnostics
Squibb Pharmaceuticals
Bayer Dental Products
Abbott Labs
Wyeth-Ayerst
Castrol
HDL
Bucyrus Erie
Qwest – Customer Service
Alcatel Cable Telecommunications
BerkTek Celwave
Cablewave
Sara Lee
Pierce Foods
Armour-Swift-Eckrich-Foodbrands America
Philips Broadband Systems
Philips Components
Lexington Furniture
Pall Aerospace
Dollar Rent A Car
Guilford Mills
ICI
Philips Medical Electronics
McDonnell Douglas
Champion
PAR
Syngenta
Schawk
Dow Corning
BP
*For purchasers of this anthology, Gary Schroeder will make every reasonable attempt
to personally respond to questions concerning the application of the examples given
in this anthology. Fees may apply to cases where Mr. Schroeder’s consulting
services are required, or where advanced support for the anthology is requested.
GARY A. SCHROEDER
