Trends and Issues: Effective Sales Incentive Plans

The effectiveness of sales incentives and compensation from both the perspective of plan sponsors and plan participants remains elusive for many organizations because they rarely can maintain a balance between cost and outcome. If the cost is too high the plan sponsor wants to cut back in pay opportunity. If the outcome is too high relative to the cost, the sales force demands more money indirectly by going to a labor or product competitor. The following article addresses establishing a process for determining sales incentive effectiveness, establishing effective sales incentives and monitoring that effectiveness in the future.

: Sales Incentive Plans

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