Sales compensation works. Almost without exception, sales executives, compensation professionals and business leaders affirm that money is an effective motivator of sales talent.
A well-constructed sales compensation plan can motivate sales personnel to drive the right sales results. However, most will admit that creating effective sales compensation plans is often a “hit or miss” proposition.
Is there a science to sales compensation design? Or, are these pay programs so situational that they preclude any type of classification system or design protocols? Fortunately, there is a science to sales compensation. By following the simple and proven rules presented here, incentive program leaders can create and sustain effective sales compensation plans.
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