Who deserves credit for closing a deal? In many organizations, the answer is complicated. Sales that involve more than one seller, long decision horizons, or multiple customer touch points often require a complex crediting scheme.
Sales organizations that credit sales effectively do these things well: they anchor their crediting model to company sales strategy, avoid needless complexity, establish clear business rules, and present a coherent explanation to those impacted. In this webcast, we present strategies, tips, and examples that showcase sound crediting practices.
Presented by IBM’s Fred Sass.
