S. Scott Sands
Watson Wyatt Worldwide
Sales incentive compensation design projects are time-consuming, complicated, and involve the competing interests of many stakeholders. What is the best way for Sales Management to participate in the process
Veteran sales compensation consultant S. Scott Sands provides an “insider’s view” of the typical sales compensation project, highlighting Sales Management’s opportunities to influence project outcomes, ensure the best interests of the sales organization are well-represented, and to make the most of an outside consultant’s involvement. Must reading for any Sales Manager asked to participate in their firm’s sales incentive compensation redesign efforts.
