Getting Sales Compensation Right [September 2007]
It often comes as a surprise to executives when salespeople don't clearly understand why they got paid what they got paid.
It all sounds pretty straightforward. But things are often more complicated than they seem on the surface. That goes true for planning, implementing and managing sales compensation plans. Sales managers who don't comprehend their companies' comp plans can't effectively use those plans to drive sales performance and motivate specific selling behaviors.
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The Miller Heiman Sales Performance Journal offers insight for executives, which will drive top-line sales revenue growth.Subscribe to the Journal for timely and relevant advice from sales performance experts. Journal subscription is FREE. To begin your subscription and to access past archived issues, click here.
The Miller Heiman Sales Performance Journal offers insight for executives, which will drive top-line sales revenue growth.Subscribe to the Journal for timely and relevant advice from sales performance experts. Journal subscription is FREE. To begin your subscription and to access past archived issues, click here.