Research Brief: Managing Sales Compensation

5 January 2017

FILED UNDER:

Sales compensation overshadows other sales-related expenses, and at times dominates the sales organization's attention. Firms' ability to design, adapt, administer, and communicate their sales compensation programs is therefore a significant management concern. This research examines current sales compensation management practice, quantifies factors differentiating high and low performing firms in this area, and identifies emerging issues and management priorities.

You must be a member to access to this resource. Please log in, or consider becoming a member, or contact Member Services for assistance.
Upgrade your membership

Resources available on this research


Underwriters
0.0 out of 5.0 based on 0 ratings.

Become a member

Become a member