Manufacturing Today - Volume 18, Issue 2 - 12

12

B UY AMERICAN

S U P P LY C H A I N

A LFAB INC.

L EGAL

K AYS ENGINEERING

ed. For one manufacturing company,
a strategic milestone in a long sales
cycle is a customer or prospect request and receipt of a significant proposal. Another point of measurement
is a prospect accepting an invitation
to participate in a test or product prototype stage. Rewarding these strategic milestones along the way to a sales
closure also provides opportunities
for sales leadership to communicate
shorter term goals and to coach team
members through the intricacies of a
complex sales process.
To motivate and retain top performers, a company may offer vesting
of incentive pay (above quota) on a
two- to three-year schedule, enhancing value of earnings with overlapping
vesting and further incentive funding to keep the sales rep engaged and

T OOLS

S ALES PERFORMANCE
N EWS

COLUMN BY | MARK DONNOLO

manufacturing-today.com VOLUME 18, ISSUE 2

looking ahead to future financial benefits of role longevity.
Another critical part of maintaining sales staff during long sales cycles
is offering non-financial incentives
to stay with the company. Top talent

incentive compensation planning
should include the
sales team from an
insight and assessment perspective.
with applicable skills for the technology industry may be tempted by unique
offerings from companies in that sector, which is accustomed to competing
to hire and keep strong employees.

Strengthening a broader employee value proposition beyond a sales
comp plan can enable manufacturing
to compete with technology industry
roles. In addition to incentive pay, focus on intangible rewards, quality of
life perks, career coaching and other
elements can help manufacturing
companies compete for and retain top
sales talent.

Challenge Three: Setting
Effective Quotas
How do you know if your quotas are
off base? The most obvious indicators would be if less than 50 percent
of the sales organization is reaching
or exceeding quota, the sales team
overall is missing earning targets
and employee turnover increases.
In manufacturing companies, quota


http://www.manufacturing-today.com

Table of Contents for the Digital Edition of Manufacturing Today - Volume 18, Issue 2

Contents
Manufacturing Today - Volume 18, Issue 2 - Cover1
Manufacturing Today - Volume 18, Issue 2 - Cover2
Manufacturing Today - Volume 18, Issue 2 - 1
Manufacturing Today - Volume 18, Issue 2 - Contents
Manufacturing Today - Volume 18, Issue 2 - 3
Manufacturing Today - Volume 18, Issue 2 - 4
Manufacturing Today - Volume 18, Issue 2 - 5
Manufacturing Today - Volume 18, Issue 2 - 6
Manufacturing Today - Volume 18, Issue 2 - 7
Manufacturing Today - Volume 18, Issue 2 - 8
Manufacturing Today - Volume 18, Issue 2 - 9
Manufacturing Today - Volume 18, Issue 2 - 10
Manufacturing Today - Volume 18, Issue 2 - 11
Manufacturing Today - Volume 18, Issue 2 - 12
Manufacturing Today - Volume 18, Issue 2 - 13
Manufacturing Today - Volume 18, Issue 2 - 14
Manufacturing Today - Volume 18, Issue 2 - 15
Manufacturing Today - Volume 18, Issue 2 - 16
Manufacturing Today - Volume 18, Issue 2 - 17
Manufacturing Today - Volume 18, Issue 2 - 18
Manufacturing Today - Volume 18, Issue 2 - 19
Manufacturing Today - Volume 18, Issue 2 - 20
Manufacturing Today - Volume 18, Issue 2 - 21
Manufacturing Today - Volume 18, Issue 2 - 22
Manufacturing Today - Volume 18, Issue 2 - 23
Manufacturing Today - Volume 18, Issue 2 - 24
Manufacturing Today - Volume 18, Issue 2 - 25
Manufacturing Today - Volume 18, Issue 2 - 26
Manufacturing Today - Volume 18, Issue 2 - 27
Manufacturing Today - Volume 18, Issue 2 - 28
Manufacturing Today - Volume 18, Issue 2 - 29
Manufacturing Today - Volume 18, Issue 2 - 30
Manufacturing Today - Volume 18, Issue 2 - 31
Manufacturing Today - Volume 18, Issue 2 - 32
Manufacturing Today - Volume 18, Issue 2 - 33
Manufacturing Today - Volume 18, Issue 2 - 34
Manufacturing Today - Volume 18, Issue 2 - 35
Manufacturing Today - Volume 18, Issue 2 - 36
Manufacturing Today - Volume 18, Issue 2 - 37
Manufacturing Today - Volume 18, Issue 2 - 38
Manufacturing Today - Volume 18, Issue 2 - 39
Manufacturing Today - Volume 18, Issue 2 - 40
Manufacturing Today - Volume 18, Issue 2 - 41
Manufacturing Today - Volume 18, Issue 2 - 42
Manufacturing Today - Volume 18, Issue 2 - 43
Manufacturing Today - Volume 18, Issue 2 - 44
Manufacturing Today - Volume 18, Issue 2 - 45
Manufacturing Today - Volume 18, Issue 2 - 46
Manufacturing Today - Volume 18, Issue 2 - 47
Manufacturing Today - Volume 18, Issue 2 - 48
Manufacturing Today - Volume 18, Issue 2 - 49
Manufacturing Today - Volume 18, Issue 2 - 50
Manufacturing Today - Volume 18, Issue 2 - 51
Manufacturing Today - Volume 18, Issue 2 - 52
Manufacturing Today - Volume 18, Issue 2 - 53
Manufacturing Today - Volume 18, Issue 2 - 54
Manufacturing Today - Volume 18, Issue 2 - 55
Manufacturing Today - Volume 18, Issue 2 - 56
Manufacturing Today - Volume 18, Issue 2 - 57
Manufacturing Today - Volume 18, Issue 2 - 58
Manufacturing Today - Volume 18, Issue 2 - 59
Manufacturing Today - Volume 18, Issue 2 - 60
Manufacturing Today - Volume 18, Issue 2 - 61
Manufacturing Today - Volume 18, Issue 2 - 62
Manufacturing Today - Volume 18, Issue 2 - 63
Manufacturing Today - Volume 18, Issue 2 - 64
Manufacturing Today - Volume 18, Issue 2 - 65
Manufacturing Today - Volume 18, Issue 2 - 66
Manufacturing Today - Volume 18, Issue 2 - 67
Manufacturing Today - Volume 18, Issue 2 - 68
Manufacturing Today - Volume 18, Issue 2 - 69
Manufacturing Today - Volume 18, Issue 2 - 70
Manufacturing Today - Volume 18, Issue 2 - 71
Manufacturing Today - Volume 18, Issue 2 - 72
Manufacturing Today - Volume 18, Issue 2 - 73
Manufacturing Today - Volume 18, Issue 2 - 74
Manufacturing Today - Volume 18, Issue 2 - 75
Manufacturing Today - Volume 18, Issue 2 - 76
Manufacturing Today - Volume 18, Issue 2 - 77
Manufacturing Today - Volume 18, Issue 2 - 78
Manufacturing Today - Volume 18, Issue 2 - 79
Manufacturing Today - Volume 18, Issue 2 - 80
Manufacturing Today - Volume 18, Issue 2 - 81
Manufacturing Today - Volume 18, Issue 2 - 82
Manufacturing Today - Volume 18, Issue 2 - 83
Manufacturing Today - Volume 18, Issue 2 - 84
Manufacturing Today - Volume 18, Issue 2 - 85
Manufacturing Today - Volume 18, Issue 2 - 86
Manufacturing Today - Volume 18, Issue 2 - 87
Manufacturing Today - Volume 18, Issue 2 - 88
Manufacturing Today - Volume 18, Issue 2 - 89
Manufacturing Today - Volume 18, Issue 2 - 90
Manufacturing Today - Volume 18, Issue 2 - 91
Manufacturing Today - Volume 18, Issue 2 - 92
Manufacturing Today - Volume 18, Issue 2 - 93
Manufacturing Today - Volume 18, Issue 2 - 94
Manufacturing Today - Volume 18, Issue 2 - 95
Manufacturing Today - Volume 18, Issue 2 - 96
Manufacturing Today - Volume 18, Issue 2 - 97
Manufacturing Today - Volume 18, Issue 2 - 98
Manufacturing Today - Volume 18, Issue 2 - 99
Manufacturing Today - Volume 18, Issue 2 - 100
Manufacturing Today - Volume 18, Issue 2 - 101
Manufacturing Today - Volume 18, Issue 2 - 102
Manufacturing Today - Volume 18, Issue 2 - 103
Manufacturing Today - Volume 18, Issue 2 - 104
Manufacturing Today - Volume 18, Issue 2 - 105
Manufacturing Today - Volume 18, Issue 2 - 106
Manufacturing Today - Volume 18, Issue 2 - 107
Manufacturing Today - Volume 18, Issue 2 - 108
Manufacturing Today - Volume 18, Issue 2 - 109
Manufacturing Today - Volume 18, Issue 2 - 110
Manufacturing Today - Volume 18, Issue 2 - 111
Manufacturing Today - Volume 18, Issue 2 - 112
Manufacturing Today - Volume 18, Issue 2 - Cover3
Manufacturing Today - Volume 18, Issue 2 - Cover4
http://www.nxtbook.com/nxtbooks/knighthouse/mt_vol19_6b
http://www.nxtbook.com/nxtbooks/knighthouse/mt_vol19_6a
http://www.nxtbook.com/nxtbooks/knighthouse/mt_vol19_5
http://www.nxtbook.com/nxtbooks/knighthouse/mt_vol19_5b
http://www.nxtbook.com/nxtbooks/knighthouse/mt_vol19_5a
http://www.nxtbook.com/nxtbooks/knighthouse/mt_vol19_4
http://www.nxtbook.com/nxtbooks/knighthouse/mt_vol19_4a
http://www.nxtbook.com/nxtbooks/knighthouse/mt_vol19_3
http://www.nxtbook.com/nxtbooks/knighthouse/mt_vol19_3a
http://www.nxtbook.com/nxtbooks/knighthouse/mt_vol19_2
http://www.nxtbook.com/nxtbooks/knighthouse/mt_vol19_2A
http://www.nxtbook.com/nxtbooks/knighthouse/mt_vol19_1
http://www.nxtbook.com/nxtbooks/knighthouse/mt_vol19_1a
http://www.nxtbook.com/nxtbooks/knighthouse/mt_vol18_6
http://www.nxtbook.com/nxtbooks/knighthouse/mt_vol18_5
http://www.nxtbook.com/nxtbooks/knighthouse/mt_vol18_4
http://www.nxtbook.com/nxtbooks/knighthouse/mt_vol18_3
http://www.nxtbook.com/nxtbooks/knighthouse/mt_vol18_2
http://www.nxtbook.com/nxtbooks/knighthouse/mt_vol18_1
http://www.nxtbook.com/nxtbooks/knighthouse/mt_20171112
http://www.nxtbook.com/nxtbooks/knighthouse/mt_201709
http://www.nxtbook.com/nxtbooks/knighthouse/mt_201709_v2
http://www.nxtbook.com/nxtbooks/knighthouse/mt_201708
http://www.nxtbook.com/nxtbooks/knighthouse/mt_201707
http://www.nxtbook.com/nxtbooks/knighthouse/mt_20170506
http://www.nxtbook.com/nxtbooks/knighthouse/mt_20170304
http://www.nxtbook.com/nxtbooks/knighthouse/mt_20170102
http://www.nxtbook.com/nxtbooks/knighthouse/mt_20161112
http://www.nxtbook.com/nxtbooks/knighthouse/mt_20160910v2
http://www.nxtbook.com/nxtbooks/knighthouse/mt_20160910
http://www.nxtbook.com/nxtbooks/knighthouse/mt_20160708
http://www.nxtbook.com/nxtbooks/phoenix/mt_20160506
http://www.nxtbook.com/nxtbooks/phoenix/mt_20160304
http://www.nxtbook.com/nxtbooks/phoenix/mt_20160102
http://www.nxtbook.com/nxtbooks/phoenix/mt_20151112
http://www.nxtbook.com/nxtbooks/phoenix/mt_20150910
http://www.nxtbook.com/nxtbooks/phoenix/mt_20150708
http://www.nxtbook.com/nxtbooks/phoenix/mt_20150506
http://www.nxtbook.com/nxtbooks/phoenix/mt_20150304
http://www.nxtbook.com/nxtbooks/phoenix/mt_20150102
http://www.nxtbook.com/nxtbooks/phoenix/mt_20141112
http://www.nxtbook.com/nxtbooks/phoenix/mt_20140910
http://www.nxtbook.com/nxtbooks/phoenix/mt_20140708
http://www.nxtbook.com/nxtbooks/phoenix/mt_20140506
http://www.nxtbook.com/nxtbooks/phoenix/mt_20140304
http://www.nxtbook.com/nxtbooks/phoenix/mt_20140102
http://www.nxtbook.com/nxtbooks/phoenix/mt_2013fall
http://www.nxtbook.com/nxtbooks/phoenix/mt_2013summer_vol2
http://www.nxtbook.com/nxtbooks/phoenix/mt_2013summer_vol1
http://www.nxtbook.com/nxtbooks/phoenix/mt_2013spring
http://www.nxtbook.com/nxtbooks/phoenix/mt_2012winter
http://www.nxtbook.com/nxtbooks/phoenix/mt_2012fall
http://www.nxtbook.com/nxtbooks/phoenix/mt_2012summer
http://www.nxtbook.com/nxtbooks/phoenix/mt_2012spring
http://www.nxtbook.com/nxtbooks/phoenix/mt_2011winter
http://www.nxtbook.com/nxtbooks/phoenix/mt_2011fall
http://www.nxtbook.com/nxtbooks/businessmedia/mt_2011summer
http://www.nxtbook.com/nxtbooks/businessmedia/mt_2011springsummer
http://www.nxtbook.com/nxtbooks/businessmedia/mt_2011spring
http://www.nxtbook.com/nxtbooks/businessmedia/mt_2011winter
http://www.nxtbook.com/nxtbooks/businessmedia/mt_2010fall
http://www.nxtbook.com/nxtbooks/businessmedia/mt_2010summer
http://www.nxtbook.com/nxtbooks/businessmedia/mt_2010spring
http://www.nxtbook.com/nxtbooks/schofield/mt_2010winter
http://www.nxtbook.com/nxtbooks/schofield/mt_2009fall
http://www.nxtbookMEDIA.com