Three Key Areas to Examine for Results

When evaluating results under a new compensation plan, top managers focus on customers, internal financial results (costs, productivity, and profitability), and employees. At the outset of this chapter, although the areas may seem self-evident, we believe it is helpful to describe exactly why these are important topics to examine after the business has implemented a new sales compensation plan.


Successful companies know how to retain valuable customers, increase sales to existing customers, convert competitor accounts, and sell into new markets. To sustain and enhance their competencies in doing this, these companies create and implement new sales roles. As we have described in previous chapters, ...

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