Issue link: https://www.e-digitaleditions.com/i/571132
September/October 2015 29 True infrared technology delivers even temperatures across every inch of the grill surface. Get plump, delicious results and increased productivity using half the energy of other brands. vulcanequipment.com/vtecIRX DONE TO PERFECTION. © 2014 Vulcan Infrared Extreme VTEC Series Charbroiler EVEN I S A L W A Y S BETTER. Is It Time to Revise Your Plan? By Dave Kahle Here's a self-evaluation tool to help you analyze whether or not you should revise your sales compensation plan. Simply answer yes or no, and then compare your answers to the list below. 1. Has it been three years or more since you last made significant changes in your plan? 2. Does your sales force cost you more than 25 percent of gross profit? 3. If 25 percent or less, are you satisfied with your rate of growth? 4. Has the percentage of sales force cost compared to gross profit (the number from question two above) been declining over the last few years? 5. Are you facing more competition today than a few years ago? 6. Assuming you have a strategic plan, do you specifically and signifi- cantly reward salespeople in a way that directly supports your strategic goals? 7. Have you been frustrated by the inability of your sales force to support commitments you've made to some of your vendors? 8. Are you concerned that you may not be using your sales management to its best use? 9. Do you believe you may not have the right kind of salespeople to see your company successfully into the 21st century? 10. Are you having a difficult time hiring salespeople who become profit- able to the company as quickly as you'd like? If your answers match the ones in Column one below, you have no reason to investigate revising your sales compensation plan. If your answers match the ones in Column two, any one may be reason enough to consider a revision. Several answers in column two would indicate a need to consider a revision. Column One Column Two 1. NO 1. YES (it has been three years or less) (it has been more than three years) 2. NO 2. YES 3. YES 3. NO 4. YES 4. NO 5. NO 5. YES 6. YES 6. NO 7. NO 7. YES 8. NO 8. YES 9. NO 9. YES (I'm satisfied with the (I'm concerned) quality of my salesforce) 10. NO 10. YES