The basic components of the 
      business strategy point to a key role for the sales team
                       ’s Strategic Imperatives
              •  List the 3-5 things the entire company must 
                 accomplish in the next few years to meet its 
                 objectives in the marketplace – examples are…
              •  Develop xx product line to serve yy by zz
              •  Expand sales presence into xx (geographic area)
              •  …industry vertical focus?...
              •  …value proposition?...
                                                                                          2
      Template courtesy of THE CYGNAL GROUP   |   www.cygnalgroup.com
      The sales team is central to executing the 
      strategy
                                   What Sales need to do
                         to help maintain domestic market share
             •  List specific objectives for the sales organization
             •  …
             •  …
             •  …
                                                                                          3
      Template courtesy of THE CYGNAL GROUP   |   www.cygnalgroup.com
         Key accountabilities of the sales and sales management 
         roles are directly linked to the new incentive plan measures
                         Roles                                  Key Accountabilities                                                Incentive Plan 
                                                                                                                                         Measures
                                        •   …                                                               •  …
                                        •   …                                                               •  …
                                                                                                                                                                            4
           Template courtesy of THE CYGNAL GROUP   |   www.cygnalgroup.com
     Plan Overview: 
     Details for each component are shown on the following 
     pages
                                                          
       Compensation                Salary               component>              component>
                              Weighting                    <50%>                   <30%>                   <20%>
                              Annual                     <$10,000>               <$6,000>                 <$4,000>
                              Incentive Target
                              Timing                                              
                              Overview                          Gross Margin            Individual 
                                                                               goal>                   Gross Margin 
                                                                                                       for the 
                                                                                                       quarter>
                              Caps                                                      quarter>
        Template courtesy of THE CYGNAL GROUP   |   www.cygnalgroup.com                                            5
     Role: 
     Component: 
           Total               Base                 + Component> + Component>
             n
       Rationale
        
       Measurement and calculation
        
        …
        …
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      Template courtesy of THE CYGNAL GROUP   |   www.cygnalgroup.com