Structuring the Right Compensation Plan for Your Sales Team

Craft Brewers Conference 2023
Location: Nashville, Tennessee
Speakers: Greg Merideth

Designing creative sales programs that elevate your company’s execution in the trade will create more value. Done successfully, a program will create clear solutions and bring excitement, energy, and accountability to your sales team—and subsequently more sales. This seminar will look at a base compensation vs. a variable compensation program—a pay for performance (PFP) model—and provide examples of how it works to both manage expectations and ultimately support your brewery growth plans.

Learning Objectives:

  • Learn how to structure a variable compensation plan for your sales team that combines a base salary and a monthly performance matrix, allowing sales and distribution goals to be realized Discover the benefits of a variable compensation salary versus a base plus commission pay structure Discuss how to improve your sales team's skill set through a pay for performance compensation plan Understand how operations and sales teams can work together on monthly brewery initiatives that support each other's needs

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