Harnessing The Power Of Incentive Compensation Management
- Topics:
- Incentives and Compensation
- Tags:
- Accenture Ltd.,
- Incentive,
- Incentive Based Compensation,
- Sales,
- Sales Force Management,
- Sales Strategy
- Source:
- Accenture
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Overview: As communications and high-tech companies turn their attention to new growth strategies, they are being hindered by sales operations, as well as supporting processes and tools, which have not kept pace with changing market conditions. In nowadays' more complex selling environment, new behaviors are needed from the sales force. Solution selling, for example, requires better collaboration across functions, and a focus on new kinds of buyers. Yet if incentive programs are not aligned with those needs, companies should not expect behaviors to change on their own.
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Format: PDF | Size: 132KB | Date: Jul 2007 | Pages: 3
