What Not to Evaluate
When you evaluate the effectiveness of a new sales compensation plan, it is wise to focus your evaluation on the factors that reflect the plan's objectives and the factors that the employees covered by the new plan can influence. Figure 13-1 lists eight relatively common sales effectiveness expectations that top managers have of salespeople.
Figure 13-1. Relative in.uence of support programs on sales management issues: How can incentive compensation be used?
We find that different support programs and practices affect to varying degrees how well sales personnel meet these expectations. Some sales management programs and practices—supervision, ...
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