Chapter 8
Support Programs: Territories, Quotas, and Crediting
Sales compensation programs function in concert with the following support programs: territory configuration, quota management, and sales crediting. Each of these mission-critical support programs performs an important sales management role. Collectively, sales compensation and these support programs form the backbone of the sales performance management system. Sales management needs to continually define, monitor, and revise these support programs to serve the company’s evolving sales strategy. The success of the sales compensation program rests with the effectiveness of these interdependent programs. Consequently, when redesigning the sales compensation program, sales management ...
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.