Article Excerpt

Incentive compensation makes up a significant expense for most sales organizations. Companies that take a systematic approach to their incentive program have motivated sales personnel and increased sales. Especially when incentive budgets are relatively flat and the economy is weak, companies will need additional rigor in their incentive compensation plans. In this article, we examine ways to evaluate sales incentive compensation plans, and provide a systematic way to help improve the return on sales investments. ...

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About the Authors

Stephen Redden is a Principal with ZS Associates and is the leader of the ZS Compensation practice.