Chapter 14
Administration
Sales compensation requires attentive administration and, in some cases, powerful automation tools. When done well, effective administration acts as an unseen but indispensable program foundation. To be successful, the sales compensation program needs responsive headquarters administration and unerring execution. Support for the sales compensation plan by sales personnel is a combination of aspiration, compliance, and trust. Ineffective administration can quickly erode participant trust. Inaccurate checks, incorrect crediting, late payments, and confused reporting will expend a sales force’s goodwill. As the performance periods unfold from weeks to months, from months to quarters, and from quarters to annual measurement ...
Get Compensating the Sales Force, Third Edition: A Practical Guide to Designing Winning Sales Reward Programs, 3rd Edition now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
