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Collaborative Approach to Incentive Sales Compensation Design

April 18, 2012  |   Compensation,Performance Management,Talent Resources,Uncategorized   |     |   Comments Off on Collaborative Approach to Incentive Sales Compensation Design

We recently completed a sales compensation design project for a company that transitioned their sales employees from a corporate profit sharing incentive to a true sales incentive plan based on individual sales performance. The key to the success of the project was including both sales management and sales employees in the design process. Collaborating with the sales force not only provided valuable input to determining the most effective design of the plan, but also helped achieve sales force buy-in because they felt that they had a voice in the process.

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