Developing and Applying a Return-on-Investment Methodology to Drive Sales Force Performance





Return on investment (ROI) pertains only to financial transactions such as acquisitions or product purchases, right? And it is really just a calculation that finance professionals use, right? Wrong. ROI is important in every type of investment. We will focus here on sales compensation. This approach focuses on creating and maintaining a culture of performance in the sales force based on a customized application of ROI.

Why is ROI important in sales compensation? Most C-level executives want to know the answer to two questions:

1.   What are we getting out of our sales compensation plan?

2.   How much ...

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