I have helped to set and create sales compensation plans for companies that have hundreds of millions of dollars in revenue to ones that have a few thousand in revenue. Though the companies may be different in size and sell different solutions, the fundamentals of a good sales plan are the same.
Keep the following in mind when drafting a sales compensation plan for your sales reps:
Running a startup is hard and can be financially straining for many entrepreneurs, therefore I've compiled a list of resources for government funding for sales and marketing initiatives that your organization can make use of. It can help you get an extra employee!
If you are a startup company in Canada you are probably aware of programs like SR&ED and IRAP . If you are not aware of these programs you might want to get a new accountant (I'm half kidding).
There are a few programs that can help organizations with sales and marketing initiatives that are less well known.
Here is a list of the ones that we are aware of:
What makes a good sales rep and what does it take?
To be a good sales rep requires a number of skill sets including organization, being self-motivated, being a competitor, emotional investment and drive. One of the most important facets of a good sales person is being able to focus on what is ultimately important. Your efforts should be moving you ever closer to achieving your goals and helping the company to drive revenue.
Some may think of sales and marketing as two seperate disciplines in an organization, when in reality there are many reasons for why they should be working together. On February 23rd I attended the Communitech Tech Leadership Conference 2011 in Waterloo. The conference included keynote speakers Geoffrey Moore and Watt Wacker, followed by a discussion panel in the afternoon moderated by Kevin Newman. During the afternoon breakout session I attended John Neeson’s lecture on “The Marketing Organization of the Future.” Working for the marketing and sales research company Sirius Decisions, John passed along great tips on how to set up your marketing department so your sales don’t fall behind.
Below are some pointers that small businesses and start-ups will find useful: