Core Principles of Sales Compensation: A 10-Step Approach
sponsored by Varicent, an IBM Company

Over the past 20 years, sales compensation strategy has been practices in the same foundational principles. Unfortunately, many companies still find it challenging to manage their sales compensation programs effectively.

As a result of the business changes, market changes and competitor changes, it can be even more difficult to manage sales compensation. This white paper examines the core principles of sales compensation and how they align with corporate objectives and procedures. In addition it offers tips on how the process can be consolidated into ten simple steps.

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