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Research Brief

Research Brief: Managing Sales Compensation Full members only

5 January 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...Read more
Research

Research Brief: Refocusing Sales Operations Full members only

21 December 2016

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Focus areas for this research include: Identifying how sales operations function drive efficiency in core responsibilities like reporting. Measure the ideal and actual focus on strategic issues by sales operations departments. Cataloging emerging and innovative practices contributing to sales operations' success in balancing tactical and strategic responsibilities. Sales operations staffing...Read more

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19 December 2016

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19 December 2016

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