Research Brief: Managing Sales Compensation

Jan 05, 2017

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Sales compensation overshadows other sales-related expenses, and at times dominates the sales organization’s attention. Firms’ ability to design, adapt, administer, and communicate their sales compensation programs is therefore a significant management concern. This research examines current sales compensation management practice, quantifies factors differentiating high and low performing firms in this area, and identifies emerging issues and management priorities.
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