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Managing Sales Incentive Compensation Amid Uncertainty
As companies are faced with a gradual economic recovery and continuing uncertain times, they are under more pressure than ever to deliver combined product and service offerings that customers expect, while keeping sales and other costs low.
But an equally difficult challenge comes in the form of sales which requires close collaboration among many departments. In this kind of workspace, companies are likely to reward performance with compensation or a commission, but performance becomes defined more broadly to include more than just the number of deals closed.
This paper chronicles the results of a survey conducted among senior finance executives at large companies that polled their views on sales incentive compensation management strategies. Read more inside to uncover the results, including:
- 75% of respondents using technology focused on incentive compensation management say it has contributed “substantially” or “somewhat” to effective sales incentive compensation management
- Resistance to change and a lack of collaboration are first-order barriers to companies’ improvement efforts.
- And more.