1. Enhancers and Inhibitors

Identify and Assess

All Factors Affecting Sales

1. Enhancers and Inhibitors 2. Seller’s Profile

Hire Right

Selling Success Factors & Competency

Target Pay & Mix

Managing Sales Performance

1. Enhancers and Inhibitors 2. Seller’s Profile 3. Pay Plan

What do You Want

to Sell? Sales Objectives and

Nature of Sale Testing the Plan