Five "Big Picture" Questions Top Managers Ask About Sales Compensation

When top managers think about changing their company's approach to sales compensation, a number of big picture issues come to mind. We can distill these big picture issues into five questions—the questions top managers most frequently raise with us.

1. Why Don't Sales Compensation Plans Seem To Work Well Anymore?

There was a time in American industry when companies rarely changed their sales compensation plan. In fact, sales compensation plans often remained basically the same for three, five, ten years or more. We know of two companies in the Midwest that had plans in place for thirty-five and sixty-two years, respectively, before changing them in 1997. Today, this is not ...

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