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?...
    Template courtesy of THE CYGNAL GROUP   |   www.cygnalgroup.com                                             2
       The sales team is central to executing the 
       strategy
                                        What Sales need to do
                                        What                            do
                          to help maintain domestic market share
               List specific objectives for the sales organization
               …
               …
               …
    Template courtesy of THE CYGNAL GROUP   |   www.cygnalgroup.com                                             3
       Key accountabilities of the sales and sales 
       management 
       roles are directly linked to the new incentive 
       plan measures
                    Roles              Key Accountabilities                  Incentive Plan 
                                                                                Measures
             
             
    Template courtesy of THE CYGNAL GROUP   |   www.cygnalgroup.com                                             4
        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                              goal>                  above goal on 
                                                                                                   Individual 
                                                                                                   Gross Margin 
                                                                                                   for the 
                                                                                                   quarter>
                              Caps                                                  quarter>           5
    Template courtesy of THE CYGNAL GROUP   |   www.cygnalgroup.com
       Role: 
       Component: 
            Total       =         Base        +                    Component>           Component>
       Rationale
         
       Measurement and calculation
         
         …
         …
    Template courtesy of THE CYGNAL GROUP   |   www.cygnalgroup.com                                             6