How a New Sales Compensation Plan can Help Improve Products,Service, and Cost Performance

Hal Jones's situation is fairly typical today as companies struggle to redefine how they will grow. When a company faces the problems Jones faces, we suggest three reasons a sound compensation plan for salespeople—and often for all customer contact employees—is necessary.

1. A Sound Compensation Plan Will Help Achieve Marketing Strategies and Sales Objectives

Without an effective sales compensation plan, your company will not accomplish its marketing strategies and sales objectives. Winning and keeping customers is the ultimate competitive challenge. Companies must serve customers effectively and, therefore, continually improve their value proposition. Customers ...

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