Simplifying your comp plan to drive higher performance

Do you know what sales performance management (SPM) is?

SPM involves monitoring, analysing, and improving the performance of sales teams to achieve aligned business goals. It includes setting clear objectives, using data-driven insights to track progress, and implement incentive plans to motivate salespeople. In this episode our hosts Mike Leather and Sam Musiyarira are joined by Matthew Blanchard , co founder of Sales Excellence Advisors LTD to discuss the importance of SPM.

During this episode we want you to think about your sales team. Is there transparency, positive persistence, open communication, and a passion for the industry? These are all critical in generating a strong work environment. This is a chance for you as a sales leader to make sure your salespeople understand how to reach their targets, so they perform with confidence and at their optimum.

Want to take your sales team's performance to the next level?

Here's how to drive higher performance in your sales team

Clarity and transparency in goals

One of the key drivers of sales success is ensuring that your team has a clear sense of direction. Salespeople need precise, transparent goals to focus their efforts. To avoid overwhelming them, limit their focus to no more than three key objectives at a time. This not only helps them prioritise but also increases their chances of hitting targets consistently. When goals are clear, salespeople can allocate their energy effectively, reducing distractions and focusing on what truly matters.

Aligning incentives with team goals

Let’s be honest, nobody likes working hard and feeling like their efforts don’t pay off. To keep your team engaged and motivated, make sure your compensation plans and incentives are in sync with the company’s goals. When the whole team pulls in the same direction and knows there’s a reward at the end, it’s easier to stay driven. It's a win-win!

Making technology work for you

These days, there’s no shortage of data—sometimes, it feels like too much! The trick is to use technology to filter out the noise and focus on what really matters. Want to make things even more fun? Try gamifying your team’s goals! Adding some friendly competition and rewards into the mix can spark that extra bit of motivation.

Short-term wins beat annual bonuses

Waiting until the end of the year for that big bonus? That’s a motivation killer. Salespeople thrive on short-term wins, so try monthly or quarterly incentives. The sooner they can see the payoff, the more fired up they’ll be to crush their targets now - not next year.

Consistency is key

When different sales teams work in different ways, it can feel like herding cats. Lack of consistency across teams is one of the biggest hurdles to hitting performance goals. Standardise your process, provide ongoing training, and you’ll get everyone on the same page and driving toward success—together.

Creating a high-performance culture

Want a team that not only performs but loves what they do? Focus on building a culture that prioritises transparency, open communication, and persistence. And here’s the secret sauce: a true passion for your industry. When your team believes in what they’re selling, that energy is contagious—and it shows in their results.

Hiring with data-driven insight

We’ve all been there—hiring the wrong person can set a team back. Avoid that by taking an analytical approach to hiring. Use data to assess potential candidates beyond just their resume. The right hire should fit your high-performance culture and be ready to hit the ground running. You'll thank yourself later!

Don't miss Matthew Blanchard 's top interview question!

And finally, stick around until the end of our latest podcast episode, where Matthew drops his go-to interview question that reveals more about a candidate than you’d expect. Seriously, it’s a game-changer!

Who are Sales Excellence Advisors LTD ?

They focus on driving revenue growth and long-term success. With over 50 years of experience, their team offers expertise in go-to-market strategies, sales, marketing, and business development. They help businesses achieve their goals efficiently through tailored guidance and expert support.

Learn more about Sales Excellence Advisors

Connect with Sales Excellence Advisors on LinkedIn

'The Recruitment Roundup' by BMS Performance is a weekly Podcast discussing hiring and sales strategy tips for sales professionals. Tune in every Wednesday at 5 pm on Spotify, Apple Podcasts, or YouTube.

Connect with our podcast hosts:

Mike Leather and Sam Musiyarira