Sales Compensation and Incentives Planning
The sales compensation and incentives plan is an integral part of the planning process. Like the core elements of the sales plan discussed in prior chapters, the comp plan needs to tie the sales department into the overall corporate strategy.
A well-thought-out plan helps to measure, reward, and align the team. Also, while it can at times seem focused on mostly the financial aspects, it opens the doors to the vast category of nonmonetary rewards that can very much enhance the plan and fill in the gaps where necessary.
Since you are a new sales manager, you may not feel you have much say in this part of planning. You do, however, have a major stake in the behaviors driven by your departement’s plan and ...
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