Measure Sales – Compensation Management Initiatives Result in Increased Sales Productivity
“Sales compensation management is a cycle of planning, implementing, administering, and back to planning. Companies are never ‘done’ designing compensation plans, just as the sales force is never ‘done’ selling,” explains Gretchen Duhaime, a research analyst at Aberdeen. “When tackling incentive compensation, all firms must remain flexible, understanding that today’s top metric may be irrelevant tomorrow. By building on a strong foundation of formalized processes to ensure payment and report accuracy, Best-in-Class companies are achieving double-digit growth in key metrics.”
