A sick compensation plan is often the harbinger of much bigger problems with sales organization effectiveness. Diagnose the the comp plan problem quickly enough, and you stand a chance of heading off disaster. Frequent Sales Management Association contributor Scott Sands details how effective diagnostics keep productive sales organizations clear of danger, while maintaining alignment between business objectives, sales organization objectives, and the sales compensation program.
Grab a pdf of the article here (Sales Management Association members may bypass the registration form by logging in to the member Resource Library). It's reprinted with permission from World at Work.
