September 2024
Intermediate to advanced
260 pages
8h 42m
English
Content preview from Sales Management for Start-ups and SMEs
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Chapter 15 Compensation, incentives and prizes How do we ensure we have competitive, motivating incentive schemes in place that align to our sales strategy?
Truth and lies about sales compensation
There is a perception among some that salespeople are only interested in getting their commission for a sale. As in any career, there are those who are extremely motivated by money, but there are others that find fulfilment in a sales career for a whole variety of other reasons.
Detailed research has been done by Dr Monica Franco-Santos and Dr Javier Marcos to find out what actually motivates salespeople,1 and their data revealed a number of factors important to salespeople. Table 15.1 summarises some of the more important ...
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