Is Your Compensation Plan Undermining Your CRM Initiative?

Topics:
Sales Force Design
Tags:
Compensation,
CRM,
Incentive,
Incentive Based Compensation,
Sales,
Sales Force Management,
Sales Strategy
Source:
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Overview: The efficiency of the sales force determines the volume of sales realized by an organization. Incentive compensation is the cash benefits given to the sales personnel over and above the regular salary. It acts as an effective tool to motivate the sales professionals and propel them to strive for excellence. The paper argues that the incentive compensation plans are, often, in opposition to corporate goals. The paper examines four strategies for evolving successful incentive compensation plans.

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Format: HTML | Date: May 2004 | Pages: 1

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