Sales Performance Management Case Study: TIM

Vincenzo Borrelli

When it comes to sales compensation, managers realize two things early on. The first thing is that paying salespeople accurately, and on time, is vitally important. The second, realized not long after the first, is that they’re going to need to change their sales compensation programs, sooner or later. And that’s almost always sooner, given how quickly the markets require companies to adapt and the sales jobs approach needs to change accordingly.



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