Sales incentives are an essential tool for shaping salesperson priorities and directing desired salesperson behavior, but incorrectly applied incentives can undermine firm strategy and work against the sales force’s long term success. Firms often realize this when using incentives to stimulate growth.
In this session, professor Michael Ahearne offers research based insights into why growth based incentives so often fail the sales organizations they are intended to serve. He provides best practices for using incentives for maximizing firm growth, and practical ideas for implementing incentives motivating to salespeople and aligned with strategy.
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