Manufacturers face many challenges in today’s complex business environment. Sales compensation is a key sales management program to drive this success. Yet many companies employ sales compensation plans that reflect a simpler world of the past. The sales compensation plans fail to incent behaviors that address some of the key challenges facing manufacturers today.
In this whitepaper, we examine methods to correct errors in sales compensation plans to address these challenges:
1. Stagnant Territory Growth
2. Expansive Product Portfolio
3. Global Customers