Seven Vexing Sales Compensation Issues

Topics:
Incentives and Compensation
Tags:
Sales,
Sales Compensation,
Sales Force Management,
Sales Strategy
Source:
The Alexander Group

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Overview: From the executive summary: ‘Effective sales compensation strategy is imperative to boost the motivation of the sales force. Companies use sales compensation to confirm sales objectives, improve sales productivity and reward sales results. Generally, a sales compensation design team can successfully devise an effective incentive plan simply by identifying and rewarding the preferred outcomes. In most sales situations, this is not an overly complex undertaking and easily accomplished’. The paper discusses seven annoying conditions that sales compensation designers need to address before formulating the sales compensation strategy.

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Format: HTML | Date: Sep 2000 | Pages: 1

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