article | July 18, 2014
The Selling ‘Rules of Engagement’
Last week, in LinkedIn’s Sales Operations Group forum, the question of commission splits arose. How should a company track and credit these splits? Many Sales Ops leaders brought insights to the conversation. One thing was clear reading through the responses. Designing and defining how to pay out on deals is a major headache.
To simplify the problem, Sales Ops should be answering 2 questions:
If not, it may be time to refresh your Rules of Engagement. The Rules of Engagement Primer will help you determine your customer engagement strategy. Who would your buyers prefer to interact with throughout their buying process? Should you include a team bonus in lieu of commission splits on big deals? The Primer will give you a framework for this design process.
In order to set Rules of Engagement, start with this 5 step process:
Once you’ve settled on Rules of Engagement, you can easily articulate who does what. ‘In this segment, 2 roles are necessary.’ ‘The SE will engage at this point in the process.’ ‘They will do X% of the work.’ You can predetermine how resources will be compensated based on their contribution. Consider what resources are necessary at each point in the sales process.
Compensation can be a major pain without Rules of Engagement. This document will ensure that all payouts are fair and backed up with reason. Getting this off your plate will avoid those headaches down the line.