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Labeled ‘Sales Management’


Rick Smith

Elements of Sales Compensation

Companies vary significantly on the structure of their sales organizations depending on their business model.  Understanding the business model is critical to developing sales compensation plans that will drive the goals of the company and excite the entire sales organization to meet or exceed corporate financial targets. 

But keep in mind that sales compensation is probably the most important compensation plan in the company. It needs to be clear in its components and transparent in its implementation. Every company should have a sales compensation governance process for developing and managing the sales compensation plan. (See Best Practice #5.)

In constructing a sales compensation plan, begin by   More...

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