Every sales team has a leader. Even the best sales team needs a captain to keep them focused on the deals that matter. Rewarding your sales managers for team success motivates them to deliver the best numbers possible.

This sales team member focuses on renewals or up selling current customers. A team of Farmers guarantees you aren't losing renewal revenue by tending to your current customers and reducing churn. A well-built Farmer incentive plan will recognize the daily consultative outreach and upselling activities that keep the Farmer harvesting.

This sales team member is your traditional rep, charged with bringing in new business. When it is time to hit the market running, chasing down every possible lead and turning it into revenue, you staff up with a team of hunters. A well-rewarded hunter can focus on increasing profit, improving product mix or market penetration, depending on how you personalize your comp plan.

This sales team member finds new leads for account executives to work. Prospectors allow your closers to focus on their strength, closing deals, while keeping the pipeline full. Building an incentive plan that will drive the Prospector to find new leads for the Hunters to chase is critical to company growth.

This team member supports reps by presenting demos and developing proposals. The more complex the sale, the more important it is to have a sales specialist there to help with the in-depth industry-specific questions and challenges that arise. Rewarding your specialists correctly ensures consistent support for each rep and motivates stellar performance.