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