Kevin "KD" DorseyFounder of Sales Leadership Accelerator - The #1 Sales Leadership Coaching Program to Transform your Org and your Life

A Simple Comp Plan Makes Everyone Profit with Dan Goodman

Name: A Simple Comp Plan Makes Everyone Profit with Dan Goodman
Uploaded: 2023-01-06T14:09:47+00:00
Duration: 33 s
Channel: Kevin "KD" Dorsey
Description: This content was created by Kevin "KD" Dorsey. This content was uploaded by Kevin "KD" Dorsey. This is a YouTube video titled "A Simple Comp Plan Makes…

6 Jan 2023 · 1 min

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This content was created by Kevin "KD" Dorsey. This content was uploaded by Kevin "KD" Dorsey. This is a YouTube video titled "A Simple Comp Plan Makes Everyone Profit with Dan Goodman" (recorded 2023-01-06T14:09:47Z) featuring Dan Goodman discussing sales compensation design. In this excerpt Goodman talks about keeping compensation plans understandable, the importance of clear reporting and calculations, trade-offs around plan complexity, and how product mix (e.g., value-added resellers selling many manufacturers) can drive different incentive structures.

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As long as you have the reporting and it's easy to understand and access and the calculations are at the forefront, or easy to back up, then I'm okay with somewhat complicated compliments to drive certain behaviors and incent reps in a certain way. Obviously, the fewer the better. I mean, 10 is sort of unrealistic. It really depends, you know, how many different products are you selling? You know, I mean, if you're working for a value added reseller and you're selling a dozen different manufacturer products and different categories, then maybe the company wants to incent you in a certain way to drive certain behaviors based on situation with those vendors.