It all begins with an idea. You are restructuring your company, launching a new business, or “simply” adding a new sales channel.

You dreamed it, not plan for its success.

How you pay your affiliates, people and suppliers who build your business is central to your success. It’s your program, let it make a positive for your company.

It begins with understanding how to plan your sales and marketing expenditures. It does not start with a compensation plan document…unless you want to go broke.

At GDP we use a simple three step approach that works.

First, let’s review your product and services costs relative to pricing.

Second, determine the correct sales channel approach and understand the costs and potential benefits of your choices.

Third, build the plan with a clear view to making it “Fair and Clear” for your sales advocates, And affordable, so they are working for a company that has plans to last longer than a year or two.

When you are selling your product or service under a new or revamped program, make sure you take the time to explain it well but don’t make it the main focus of your sales team.

That’s reserved for teaching them a strong, easily repeated product sales process! So often so much is put into the rewards program, the the actual sales process is an afterthought. Follow a proven process and don’t let let this happen to you.

After you have launched and are building look for trends (both good and bad) and use them to help you “Tune and Groom” your sales process and rewards program.