Personally, I was part of a team that, following a series of acquisitions, was looking for the innovation potential in the newly formed business. And we found it predominantly in Process and Structure.
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* Just kidding, there is no such thing. The many, often conflicting goals a sales compensation plan is meant to achieve, in addition to the huge variety of products, services, and businesses, make it impossible to have one plan that is “the greatest.”
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How do you tell your R&D team that while you value their work, their innovation on Product Performance matters the least to customers? The executive I was with has had this very conversation and was able to demonstrate how, for his business, Customer Engagement was the most impactful type.
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Not every opportunity converts; consider the time and effort it takes to have a conversation with a potential customer; for the salesperson, this means a world of difference; a few dollars make a big difference; the one number that makes or breaks success; CRM to counterbalance to the self-perception of greatness. Sales is a numbers game!
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