HomeResearch Articles The CSO's Role in Sales Compensation Planning

The CSO's Role in Sales Compensation Planning

  • The sales incentive compensation planning process often is viewed as the domain of specialists, but the chief sales officer (CSO) should own the process
  • The CSO is responsible for aligning stakeholders during the sales compensation plan design process
  • The CSO must ensure that the plan aligns to the desired sales culture, corporate objectives, policies and regulations
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