Sales compensation is the sales organization's biggest expense by far, and an important growth investment for most business-to-business firms. But sales compensation programs routinely fall short of expectations. Sales Management Association’s research shows only about one-third of sales organizations consider their sales compensation programs effective.
Firms with effective sales compensation have distinct operating practices, and enjoy substantial performance advantages over less effective peer firms. In this webcast, we quantify those advantages, and identify the practices, processes, tools, and management decisions that correlate with effective sales compensation programs. Insights presented are research based, drawing on multiple recent benchmarking studies.
