Measurable & Attainable

Sales data, especially data which may come to you from a business partner in the form of POS (Point of Sale) data needs to be checked and "cleaned" before you use it to calculate commissions. This process should include verification that they are using your part numbers correctly, checking that any address information is consistent (i.e. state and zip match), along with other relevant checks.

For a sales compensation plan to be successful it needs to be both measurable and attainable. You can have the best of intentions, but if there is a problem with the data, quota or reporting tools you may be limiting your sales potential.

Measurability can be influenced by many factors including the reliability of your internal sales data reporting, external sources, and timing. If you rely on multiple business partners for sales data what happens when one or more reports are late or incomplete?