Research Update: Managing Sales Compensation

Bob Kelly, Rowan Tonkin, Scott Sands


Sales compensation dwarfs other sales-related expenses, and commands plenty of the sales organization’s energy and attention. Firms’ ability to design, adapt, administer, and communicate their sales compensation plans is therefore a significant management concern. This webcast presented initial findings from recently-concluded Sales Management Association research on Managing Sales Compensation. The research examined current sales compensation management pract(...)


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