Sales management expects the sales compensation program to drive sales growth. Consider this: Could the sales compensation program cause the opposite effect? That is, could the sales compensation program actually discourage sales growth?

Article by Craig Ackerman, Principal, Alexander Group
Published December 2014, Workspan, the Magazine of WorldatWork©

Categories:

Insight type: Article

Industry: Cross-Industry

Role: HR/Sales Compensation

Topic: Sales Comp

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