Sales organizations must do more than simply grow the top line – they must grow revenue profitably. And most firms empower salespeople with enough decision-making authority to impact profitability. Decisions that involve pricing, product mix, solution development, and customer expense management can all profoundly affect profits as well as sales.
How should sales organizations manage performance across two opposing objectives – growing top line, while managing the bottom line? Incentive compensation represents an essential component of any firm’s approach to appropriately directing salespeople to profitably grow revenue. This webcast outlines effective incentive compensation strategies for driving profitable sales.