Read the latest articles and news related to salespeople and sales compensation.
We all know that incentives work. We use them all the time – to teach and motivate children, to train our pets, and to encourage salespeople. While no one questions whether incentives work, we do often question which incentives work, or how they should be given out. In a business, and specifically on a sales team, compensation structure can be a complex issue. Businesses must balance the need to incentivize
Creating the “Right” Environment In an effort to “align” salespeople to the goals and strategies of the company, many companies are developing sales compensation plans that are specific to the sales role and customer/territory situation that the individual is working in. This customized approach works particularly well within a framework that applies a common and consistent mix, target total compensation and measurement criteria relative to each role. In the framework
