Of all questions, this is the one that remains on the minds of sales leaders and executive teams. It is often the cause of more debate and angst than any other question in a business.
People search for the golden answer, however their quest will not deliver a definitive one because it all depends on what you want to achieve.
The current wisdom is that while there are ‘best practice’ frameworks for creating the ideal sales compensation or incentive scheme, it is not a ‘one size fits all’ approach.
While Remuneration Surveys can provide some pointers, they are not a reliable or accurate predictor of what you should be paying.
According to Solterbeck, specialists in sales incentive programs, most companies fall down when it comes to designing, executing or … read more by subscribing.
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