Sales force deployment and compensation are among the most powerful means a company has to improve growth, market share, and profitability. Yet few companies take the time to align their payout systems with current strategy. That often translates into misallocation of resources in pursuit of the wrong selling mission. The author demonstrates the consequences of not aligning sales force compensation with strategy. He then explains how to design a successful compensation plan that is precise, fair, and simple.
Content: Article
Author: Paul Gordon
Source: Boston Consulting Group (BCG)
Subjects: Human Resources, Marketing / Sales
Author: Paul Gordon
Source: Boston Consulting Group (BCG)
Subjects: Human Resources, Marketing / Sales
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