Design sales commission/incentive plans
Conduct sales compensation audits
Perform sales force quota reviews
Develop sales force recognition programs
Evaluate current selling process and job design
Conduct sales force opinion surveys
The sales force is too comfortable selling to existing customers and they need to acquire new customers.
You need to transition the sales organization from product sellers to solution sellers.
The sales reps need to be more accountable for the bottom line.
Commission payouts are way down and you're worried about losing your best salespeople.
You need selling relationships with your customers' key senior executives, not just their purchasing area.
Sales reps are being paid more commissions, yet the organization is not hitting its sales budget.