Sales KPIs & Remuneration Strategies

Sales KPI & Remunerations strategies

Reward the behaviours and results that genuinely grow your business

What you measure and reward has a powerful influence on how your sales team performs.

Well-designed targets and remuneration give salespeople clear priorities, encourage the right behaviours and keep individual effort focused on the outcomes that matter to the business.

The HHB approach is to help businesses develop practical sales KPIs and remuneration strategies that give teams clarity, create the right incentives and support stronger sales performance.

What are Sales KPI & Remuneration Strategies?

Sales KPIs define how performance will be measured. Remuneration strategy determines how salary, incentives and recognition support those expectations.

The strongest frameworks balance results with the leading behaviours and quality measures that create sustainable performance.

That may include revenue and margin, but also pipeline development, conversion, customer retention, activity quality, strategic product growth or team contribution.

The aim is a system that is clear, fair, achievable and commercially responsible.

Our approach

We start with business strategy rather than copying a generic commission model. Our process typically includes:

Clarifying growth goals, margins and sales priorities
Reviewing roles, territories and existing remuneration
Identifying controllable drivers of performance
Defining balanced leading and lagging KPIs
Modelling targets, thresholds and incentive scenarios
Testing for unintended behaviours and financial risk
Creating simple scorecards and reporting requirements
Documenting how the framework works
Supporting communication and implementation with the team
Reviewing results and refining the model where needed

What we can help design

Role-specific sales KPIs

Creating measures suited to hunters, account managers, sales leaders and blended roles.

Target-setting frameworks

Establishing realistic targets based on opportunity, historical performance and business goals.

Commission and bonus structures

Designing incentives that balance motivation, affordability and the right commercial outcomes.

Margin and quality measures

Ensuring growth is profitable and not achieved at the expense of customer fit or long-term value.

Sales scorecards

Giving individuals and managers a clear view of performance across a balanced set of measures.

Review and governance processes

Defining how performance is assessed, exceptions are handled and plans evolve.

Is this right for your business?

This service may be right for you if:

Your current incentive plan no longer matches business priorities
Salespeople do not clearly understand how performance is measured
Revenue grows but profitability does not
Targets feel arbitrary or inconsistent
The team focuses on easy wins rather than strategic opportunities
Commission calculations are complicated or regularly disputed
Managers rely too heavily on final revenue figures
You are recruiting or restructuring sales roles

The outcomes you can expect

Clear alignment between sales behaviour and business goals
Fairer and more transparent performance expectations
Greater focus on profitable, sustainable growth
Improved motivation and accountability
Earlier visibility of performance issues
Simpler coaching and review conversations
A remuneration model the business can afford and explain
Greater confidence when setting future targets

Why HHB?

We view KPIs and remuneration as part of the wider sales system – not an isolated HR exercise.

We consider your sales process, role design, reporting capability, margins and customer strategy before recommending measures or incentives. This helps create a framework that works in practice and reinforces the kind of selling you want more of.

Because a good incentive plan should not simply make people sell more. It should help them sell better.

Our Services

Marketing

Sales Training & Coaching

Sales Systems

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Ready to align performance with your business goals?

We’ll review what you currently measure and reward, identify possible gaps or unintended behaviours, and outline a more balanced approach.

Testimonials

What our client’s about us

They quickly grasped our situation and provided workable solutions, rather than just marketing ideas.

PF Olsen is New Zealand’s largest independent forestry services provider.

Holloways has assisted PF Olsen to develop and implement our marketing strategy for several years. I am impressed with their hands-on approach and practical solutions. They interact well with our staff at all levels and locations throughout our business and provide a consistent approach to new work development.

They provide an excellent sounding board for our ideas, as well as providing innovative ideas of their own. They have quickly grasped our situation and sector, which has enabled them to provide workable solutions rather than just marketing ideas.

Scott Downs

Director of Sales & Marketing - PF Olsen

Holloways unique approach to helping their clients across both the sales and marketing functions is unlike anyone else I’ve worked with .

Not only have they helped us overhaul and streamline our marketing strategy and collateral including web, digital, print and social, but they have also been integral in mapping out and documenting our sales system and processes. Together we have successfully configured our CRM setup including automations and reporting to help provide much needed visibility over our end-to-end lead tracking and sales performance. By helping us bring together the sales and marketing functions correctly, we now have a powerful set of strategies, systems and business support tools to help drive our own growth plans

Trevor Preston

General Manager - Ezyline Homes

From the start, we were sceptical but over the past seven years, they have become an invaluable part of our team.

Working with Holloways has truly exceeded all of our expectations.

Their support and mentorship have been instrumental in shaping the way we approach our sales and marketing processes. Their expertise in the field is unmatched – they genuinely know sales and the methods needed to generate high-quality leads.

They’ve not only guided us through developing effective strategies and a new website but also taught us the techniques that continue to drive success. Holloways have proven themselves to be an essential resource and we couldn’t be more grateful for their continued partnership

Nick Webster

Managing Director - Roadrunner Manufacturing

Holloways know us very well, they get us and are an extension of us and our thinking.

At Booth’s we like to do things a certain way, Our Way and when we talk about our brand you get everyone taking notice. Our brand is the billboard doing 3 million kms a month across NZ, it’s the brand our customer recognise as quality and on time, our teams are proud of it and we attract new team members that want to come and be a part of it.

So, when we think of any marketing exercise our first call is to the team at Holloways. They can turn the largest of projects around quickly, with high quality work that seldom needs changing. They take the time to know us and know where we are heading.

We are proud to partner with the team at Holloways.

Dallas Vince

CEO - Booth's Logistics

Holloways have helped us co-ordinate, streamline and add discipline across all our sales, advertising and marketing activities.

As well as this, they have shown us a different approach to integrating our sales and marketing strategies.

They’ve trained all of our sales people and written, designed and co-ordinated all our marketing efforts (online, digital, TV, print, radio and more).

Holloways play a vital role in our overall success and ongoing growth.

Emma Parsons

Group Retail Manager - Applianceplus

We are seeing results with a much more focused sales process. It feels good to be winning.

The team at Holloways did a great job when marketing to us.

Their approach to growing their own customer base made us think, well if they can do the same for us, let’s get on board. We like their integrated approach; they quickly became part of the team and helped drive our sales and marketing strategy as well as keep us on track.

We are seeing results with a much more focused sales process. This wasn’t the easy way out for us, it does involve change and effort, which was made clear going in. It feels good to be winning.

Greg Rodger

Director - TR Industries Ltd

    
 
 
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   Aroha Dean 
 
 
 
 Trustindex verifies that the original source of the review is Google. Really enjoyed the sales training with Gareth. It was really informative, practical, and there were so many little gold nuggets I’ve taken away that I can actually put into practice straight away. Gareth made it easy to engage with and kept things really relatable. There is always something new to learn or refresh the memory when it comes to sales. Highly recommend!! 🤗
  
 
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   Matt Avery 
 
 
 
 Trustindex verifies that the original source of the review is Google. Holloways have been great for us, really helping us build our business and presence. Gareth looks after us well, his knowledge is exceptional. Holloways are a one stop shop and nothing is ever an issue.
  
 
      Posted on Google  
   
   Dallas Vince 
 
 
 
 Trustindex verifies that the original source of the review is Google. Great team to deal with, fast, efficient, friendly and would recommended this team highly
  
 
      Posted on Google  
   
   Gregg Somerville 
 
 
 
 Trustindex verifies that the original source of the review is Google. We have engaged Steffan to support our sales training, both in developing the training materials and in delivering them to our sales team. His style is well received, and the team consistently responds positively to his approach. As a result, we continue to invite him back each year to contribute to our sales conferences.
  
 
      Posted on Google  
   
   Kris Burns 
 
 
 
 Trustindex verifies that the original source of the review is Google. I’ve been receiving sales coaching from Steffan for over a year now, and the impact has been huge. As a relatively new member to the sales world, I’ve really valued his ability to simplify complex situations and help me build confidence when dealing with tricky client scenarios.
Steffan has a fantastic approach, calm, clear, and always full of practical solutions. No matter the challenge, he seems to have an answer that works. His coaching has helped me streamline my process, grow my confidence, and get results.

Highly recommend to anyone wanting to level up their sales game!
  
 
      Posted on Google  
   
   Jason Tidmarsh 
 
 
 
 Trustindex verifies that the original source of the review is Google. Working with Steff and his talented team at Holloway Hudson Burgess over the last 5 years has given us a proven and consistent approach to our sales and marketing efforts within both B2B and B2C.
  
 
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   Anthony Cross 
 
 
 
 Trustindex verifies that the original source of the review is Google. I first met Steffan in a sales presentation over 10 years ago, and we were so impressed that he and his team at Holloway, Hudson, Burgess have been our marketing and sales consultants ever since. Their approach is based first on building trust, and it’s been a winning formula for our business, and our 50+ dealers spread around Australia and New Zealand.
  
 
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   David Baigent 
 
 
 
 Trustindex verifies that the original source of the review is Google. Top combination of Holloway flair and obviously down-to-earth management.  I'd recommend them to any business looking to grow.
  
 
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   NJ K 
 
 
 
 Trustindex verifies that the original source of the review is Google. Very professional outfit , great strategies and a real understanding of results.  Highly recommended.