Compensating Sales Channels

Online Experts' Exchange

Anne Coughlan, Scott Sands, Fred Sass

Compensation is an important tool for managing indirect sales channels. Incentive compensation management for channels has challenges distinct from those associated with direct sales forces. As a firm's channel strategy evolves, its channel compensation schemes must re-align with new priorities. In this Sales Management Association webcast, we examine key trends in indirect channel strategy, distinct challenges associated with compensating the indirect sales force, and enabling technol(...)


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