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Inside Sales Commission Evaluation and Recommendations for Optimal Performance

This comprehensive evaluation analyzes the commission structure of a leading event rental company's inside sales team. With a 30-year history and 37 locations nationwide, the analysis covers strengths, such as teamwork and customer service promotion, and weaknesses, including below-average commission rates and lack of performance reviews. Key recommendations include increasing sales goals and commission percentages, implementing performance reviews, and developing incentive programs. This report aims to enhance sales effectiveness and align with strategic organizational goals.

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Inside Sales Commission Evaluation and Recommendations for Optimal Performance

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  1. Inside Sales Commission Evaluation & Recommendations Cherie Fontanilla Paige Mauney Emily Moss Travis Orr Amber Shirley

  2. Overview • Background & History • Overview of Inside Sales Commission • Strengths • Weaknesses • Recommendations

  3. I.A CPR Background & History • Nation’s leading full service event rental company • 30 years in the industry • 37 stores nationwide • 2009 Rental Company • of the Year

  4. I.A Commission Structure • 90% of the sales goal must be met • .5% of sales divided among 3 employees

  5. Relationship to Strategic Goals I.B

  6. I.C Consistency with other HR Sub-functions

  7. I.C Consistency with other HR Sub-functions

  8. I.C Consistency with other HR Sub-functions

  9. I.D Commission Evaluation

  10. II. Strengths • Maximizes teamwork between sales employees • Based off localized goal setting • Promotes customer service

  11. II. Weaknesses • Below average commission rates • Do not use their performance management forms • Do not conduct performance reviews of their sales force

  12. III. Recommendations • Increase sales goal percentage as well as commission percentage • Implement performance reviews and utilize PM forms 3. Implement incentive programs

  13. III. Increasing Percentage

  14. III. Performance Management

  15. III. Incentive Program

  16. Questions & Comments

  17. References (2006). Company History. Retrieved Feb. 9, 2010, from Classic Party Rentals, Los Angeles, CA. Web site: http://classicpartyrentals.com/values/. (2009). Spotlight Awards. Retrieved March 31, 2010, from Event Solutions Magazine http://www.event-solutions.com/breaking_news/announcing_2009_spotlight_awards _recipients (2010). Motivating a Sales Force. Retrieved from http://www.businessknowledgesource.com/blog/motivating_a_sales_force_025797.html (2010). Ten Rules for Great Customer Service. Retrieved Feb. 22, 2010, from All Business. Web site: http://www.allbusiness.com/sales/customer-service/1023-1.html. Churchill, M. S. (2007, February 15). Benefits of Incentive Programs. Retrieved April 8, 2010, from http://ezinearticles.com/?Benefits-­of-­Incentive-­Programs&id=456209 Classic Party Rentals. (2007). Classic Party Rentals Human Resource Manual [Manual]. Davis, O. A., & Farley, J. U. (1971). Allocating sales force effort with commissions and quotas. Management Science, 18(4), 55-63. Retrieved from JSTOR database.

  18. References Hoe, Siew Cheng. (2010). How to Structure Commission Policy to Motivate Sales Staff. Retrieved from http://www.associatedcontent.com/article/1937010/how_to_structure_commission_policy.html?cat=3 Hoeh, J. (2010). Business Teamwork. Retrieved Feb. 22, 2010, from University of Michigan. Web site: http://www.deq.state.mi.us/documents/deq-ead-p2-p5-p5busteams.pdf. Martocchio, J J. (2009). Strategic Compensation: A Human Resource Management Approach (5th Edition). New Jersey: Prentice Hall. Milkovich, G., & Milkovich, C. (1992). Strengthening the pay-performance relationship: The research. Compensation Benefits Review, 24(53), 153-168. Retrieved from NCSU Libraries database. Noe, R.A. (2008). Employee training & development. New York, NY: McGraw-Hill Irwin. Resnick, M. (2009). Set SMART Goals For Incentive Programs. Retrieved Apr. 8, 2010, from Industrial Safety & Hygiene News, Business Source Premier. Web site: http://www.lib.ncsu.edu/cgi-bin/proxy.pl?server=http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=44087142&site=ehost-live&scope=site. Sandler, S. (2009). Boost the value of performance review . HR focus, 86(12), Retrieved from http://IOMA.com/HR

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