Aligning Sales Compensation Plan Design with Talent Retention Strategy
JEROME A. COLLETTI
MARY S. FISS
For most companies, the essence of business success is the ability to attract and retain customers. Because the sales force is a vital link between a company and its customers, it holds the key to business growth and profitability. A properly directed, motivated, and rewarded sales force will make a significant contribution to the achievement of these business measures. The sales compensation plan is one of a company’s biggest investments in its sales organization and one of the most powerful tools available to help management achieve optimal sales force motivation and performance. This presumes, of ...