The following sales pay evaluator is presented as a diagnostic tool to help the reader assess whether their pay plan is effective. Please answer the following questions. If your score is over 16 points you appear to have a excellent pay and motivation system. If your sales force scores 8 points or below that is a serious indicator of trouble and requires action.
For each Yes answer please check corresponding box
1.
Are sales results at, or above expectations?
2.
Is sales turnover less than 15%?
3.
Does the sales force perform well with new products?
4.
Is your sales force paid the right amount vs. market?
5.
Is your sales force productivity above competitors?
6.
Is your sales force doing the "right things?"
7.
Is your market stable?
8.
Is the role (job definition) of the sales force stable?
9.
Does the sales force have sense of urgency?
10.
Is sales force morale high?
11.
Do sales reps spend less than 20% of time on "paper"?
12.
Do salaries provide minimum living expenses?
13.
Do the best sales people earn the most?
14.
Do 2/3 of reps exceed goals?
15.
Are goals considered credible by the sales force?
16.
Is the sales pay plan simple (one page)?
17.
Do reps know and believe their income potential?
18.
Does the sales force believe the company to be fair?
19.
Is the company fair regarding pay?
20.
Do pay plans motivate the type of sales rep you need?
Your Sales Force Score is :
Compare your score with the graph below
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SERIOUS PROBLEMS
INDICATED
SOME PROBLEMS
INDICATED
EXCELLENT
SYSTEM
Contact Wilkening & Company with any questions or comments regarding the diagnostic, include your diagnostic score.
You came to this web site for a purpose and a reason. We hope you will take advantage of this blog to communicate to us directly on issues of concern to you. If there is something on your mind or in some of the practice areas we specialize in – sales force and executive compensation, employee productivity, family business – tell us about them and we can get a conversation going that can perhaps answer your needs.
If you have concerns over sales force productivity and compensation, use our sales force analyzer below on this page to help you identify those issues and then you can bring them to us via the blog so we can possibly help you further refine and diagnose them. Those questions cover sales force turnover, motivation, the impact of your comp system and its ability to direct your sales force, the type of sales person you need to get the job done. It will also talk about goal setting and morale, productivity, and perhaps one of the most important questions – about fairness of your pay plan.
