Join us in this episode with Andrew Phillips, our podcasts owner and the author of the, now available, book, “CEO Led Sales”. Andrew is joined by our host and interviewer, the Managing Director of Social Star, Andrew Ford.
In this episode, Andrew introduces us to the controversial “remuneration plan”. Andrew explains why he views the traditional split of ‘base’ and ‘at risk’ pay, plus individual incentives for a sales team are outdated, being that is creates peaks and troughs and shifts focus to the pay check and away from the needs of the company, clients and shareholders. The remuneration plan addresses this.
This is a valuable and exciting episode, as Andrew succinctly outlines how changing the remuneration plan can increase results across the board; from the loyalty of your team through the building and incentivising of true sales planning – a real asset for every company.
About Andrew Phillips:
Andrew Phillips is a dynamic executive leader with over 30 years’ experience in the contemporary management of people and projects. Widely recognised as a thought leader, Andrew has provided strategic guidance on a range of mission-critical situations, varying from siege situations to tier-one systems integration. Andrew is recognised as a leader in his field and one of the most sought-after sales professionals in Australia.
About CEO Led Sales:
CEOs often relinquish control of revenue generation to the sales team. This removes the control of the income generation and requires a rethink. By creating a CEO sales plan, it provides clear guidance to the company on the importance of the sales function and the direction the sales teams should pursue. It adds clarity and certainty to the process and rewards the CEO with more trust in the numbers.
If you would like to connect with Andrew, have any feedback on the series, or would like to be a guest, please reach out at: Andrew.Phillips@EngageX.com.au or LinkedIn: https://www.linkedin.com/in/andrew-gordon-phillips/
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