The more decentralized your pricing process – that is, the more pricing authority you push out to the field, be it to regional managers, district managers or salespeople — the higher level of pricing skill you need to build in those people. You also need a higher level of monitoring of their performance. And you need a higher level of incentives tied to pricing in their compensation plans. A lot of companies push pricing authority out to the field, but they’ll fail to create those three conditions for success.
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