Research First Look: Planning Practices in Incentive Compensation and Sales Quota Management

27 September 2023


Previous SMA research shows that management considers sales compensation and quota development among the planning activities most important to sales force success. Newly completed research reviewed in this webcast examines the practices that differentiate firms effective in incentive compensation and sales quota related planning, and the activities, timelines, and capabilities that distinguish their efforts. The research also:

  • Quantifies the business value of effective planning by correlating specific planning activities with planning effectiveness and with firm sales productivity.
  • Identifies emerging trends in planning practice.
  • Establishes a framework for prioritizing improvement efforts in sales compensation and quota related planning.
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