5
Motivate Sales Managers: Capitalizing on Their Strengths
If there is a theme that permeates this book it is one of interconnections. Successful sales compensation is not about any one aspect of the process; it is about the process as a whole. Good strategizing can succumb to poor plan design. Plans are inoperative if the sales staff doesn’t understand or is incapable of delivering. Nothing works if you can’t measure the results and assess who is doing what and when.
The process completely breaks down when the delivery system fails. By delivery I am referring to all aspects of the communication and guidance system related to compensating for sales. That system is in the hands of sales management. What they say, how they say it, and how they ...

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