Targeting: do not punish the most successful.

ONE

Creating forecasts that simply reflect what top management wants to hear, including setting quota entirely on previous performance with no correlation between territory and product cycle.

TWO

Failing to listen to field intelligence, and predicting growth in a contracting market without a credible plan to achieve it.

THREE

Setting quotas so far out of reach the whole team fails and loses confidence.

FOUR

Instituting compensation plans that are too complex to understand and, therefore, ineffective.

FIVE

Punishing the most successful salespeople by cutting their compensation or territories.

SIX

Agreeing to pay commission for quotas and then not following through, thus losing the best sales people.

SEVEN

Not paying a percentage of sales from the first pound that the salesperson brings in.

Ignore this at your peril

The simple truths…

• Don’t over-complicate things.
• Don’t promise what you can’t deliver.
• Don’t ignore what your team is telling you.
• Don’t punish the successful.

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