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Are Sales Compensation Plans Industry Specific?
The short answer is: Well, kind of yes, and, kind of no. Hmmm, which is it? Yes or no?
Every industry study of sales compensation design practices reveals something very different. Sales compensation practices vary widely within an industry. Often, companies that are direct competitors have significantly different sales compensation plans. Target pay is different. Pay mixes vary. Upside potential varies. Performance measures differ. Quota and sales crediting practices vary, too. In other words, sales leaders configure sales compensation solutions unique to their company’s sales model and do not necessarily follow industry practices.
Okay, where does that leave us? Let’s try solving this question.
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