Sales compensation programs remain pivotal to the success of many sales focused organizations, helping to align business interests to those of the sales staff and sales team. It is therefore no surprise that firms across most industry segments utilize some form of a compensation plan.
Their ubiquitous and industry agnostic nature, however, does not always guarantee success. If designed and/or implemented incorrectly, sales compensation structures can cause more harm than good. For this reason, many organizations are taking a hard look at their existing plans, finding ways to optimize them and ensure that they remain aligned to business goals.
How can firms avoid common pitfalls plaguing their sales compensation structures? In this article, we highlight the top reasons your plan may not be working.
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