Fixing Your Goals: The Biggest Challenge in Incentive Compensation
Article Excerpt
Surveys show that most medical products companies are increasing their use of goal-based incentives for the sales force. What’s more, ensuring fairness in goals is the most pressing issue in incentive compensation for these companies.
Yet many do not make a concentrated effort to ensure fairness in their goal setting—they lack a standardized process, and may set goals too high or too low, which can hurt sales.
A formal process in goal setting can ensure fairness while helping companies get the most out of their sales forces. ...
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About the Authors
Chad Albrecht is a Principal with ZS Associates.
Alex Emanuel is a Manager with ZS Associates.
Tobi Laczkowski is a Manager with ZS Associates.