HomeResearch Articles Field Marketing Variable Comp: Friend or Foe?

Field Marketing Variable Comp: Friend or Foe?

  • A survey of field marketing executives found a range of components that are being used to calculate variable compensation within their function
  • Some of the behaviors that these executives are rewarding actually hurt marketing’s contribution to the overall business
  • Combining marketing qualified leads, sales qualified leads, revenue and influence best ensure that marketing shares funnel-wide responsibility

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