Sales compensation programs were built by, and for, Baby Boomers and Generation X-ers. But newer generations--like Millennials (born after 1977) and Gen 2020 (born after 1997)--will soon represent the majority of sales workers. Their needs, interests, and motivations are different than their predecessors; yet few firms seem to be adapting incentive structures in anticipation.
This workshop features extensive research of more than 500 salespeople. It measures how generational differences influence the desirability of different incentive characteristics, such as pay mix, or upside opportunity. Presenters offer findings that will impact your design of flexible hours, contests, pay frequency, team incentives and more.
