HomeResearch Articles Sales Compensation: The Design, Management and Administration Process

Sales Compensation: The Design, Management and Administration Process

  • Effective execution of sales incentive programs includes steps for designing, managing and administering sales compensation
  • Sales and sales operations leaders must understand this process and how each step contributes to business and sales outcomes
  • Failure to follow the process results in misaligned plans, distracted and dissatisfied sales reps, attrition, and missed financial goals for the organization
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