Sister and Brother Catch Big Snake by Digging One Hole

compensation package for sales cannot be based strictly commission on the sale of a service. A large part of the compensation has to be successful delivery of the service, whether the project is a 3 month deployment or a 3 year outsourcing deal. By paying compensation over the duration of the project, the sales person

will try very hard to sign a profitable deal. The sales team may balk as such a type of incentive package with the argument “I’m not responsible for the delivery team and have no control over their success or failure.”

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A valid argument, however, sales needs to see it from the other side. How does the delivery team know that there have been sufficient hours written into the statement of work for all the delivery areas? How can the delivery team ensure that all the requirements have been gathered from

the customer? Delivery can provide detailed input to the Statement of Work (SOW) and make sure the assumptions and project