Absent central compensation support, world-dispersed sales leaders normally assume the mantle of design and administration of the sales compensation programs for their local sales talent. They configure sales compensation plans to serve the jobs within their business unit and will modify these programs to address unique sales challenges encountered in their local markets.
Published in Workspan, the Magazine of WorldatWork©
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About the Author
David Cichelli contributes his revenue growth knowledge and experience to a wide array of sales organizations. His clients include leading companies in technology, telecommunications, wholesale/distribution, financial services and healthcare. David helps clients redefine and deploy go-to-customer solutions to ensure optimal revenue performance. By applying the Alexander Group’s Revenue Growth Model™, he helps companies achieve their revenue objectives through the coordination of marketing, sales and service resources. These efforts include revenue planning, customer engagement design, sales force configuration, and program design and management. He is the Alexander Group’s sales compensation practice leader.