Firms expect a lot from their sales compensation programs. They design sales comp plans to motivate and direct salespeople, to attract and retain top performing talent, and to produce sales results aligned with business objectives and strategy. But the sales comp plan’s effectiveness isn’t always self-evident.
How do managers gauge the effectiveness of their firms’ sales compensation investments? Many simply don’t or do so incompletely, our research shows — even though sales compensation typically represents the single largest marketing investment for business-to-business firms.
In this webcast we consider measures and frameworks for defining sales compensation effectiveness, and review how leading firms employ these approaches.
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