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 technology that assists management's efforts to align channel strategy, performance management, and sales incentive compensation.
Panelists
- Anne Coughlan, Professor of Marketing, Kellogg School of Management, Northwestern University
- Scott Sands, National Practice Leader, Sales Force Effectiveness, Aon Hewitt
- Fred Sass, Director, Product Marketing, Varicent Software
