Sales compensation represents the largest single marketing investment for most firms, and often has an outsized impact on performance. Poorly designed incentives hobble growth efforts and deflate salesperson morale, while well designed programs can motivate untapped reserves of effort and achievement.
In this web panel, we consider current sales compensation practices and emerging trends in sales organizations' use of incentive compensation. Drawing on several recent research efforts, panelists will discuss what's working, what's broken, and what lies ahead for firms' sales compensation investments.
