The Changing Role of Incentives in Sales Performance Management

12 March 2024

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Sales compensation represents the largest single marketing investment made by business-to-business firms, and a notoriously difficult challenge for many. In this session, presenters explore the essential elements of effective incentive compensation strategies for sales organizations. They provide insights into managing global sales incentives, the information flows critical to sales performance management, and the emerging practices that define the latest thinking in compensating sales forces.

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