Introduction
Welcome to the powerful—and sometimes confusing—world of sales compensation!
If you are reading this, you probably work with a sales force and your never-ending objective is to help improve sales performance. Your company might be a manufacturer, service provider, reseller, or retailer; your customers might be other businesses or consumers. Your company might sell direct to end users or through channel partners; your sales force might be small or large.
You know that sales compensation is one of many tools available to help you direct your company’s sales efforts. You also know that, if done correctly, sales compensation can dramatically improve performance; if done poorly, it can cripple your sales efforts.
Whether you are a sales ...
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