Sales Trend 10 from our 12 Sales Trends for 2016 is ‘The evolution in sales incentive plans’.
With the growing complexity in many markets and the rise of selling in complex solutions this sales trend tells of the shift towards more customised variable Sales Incentive Programs (SIPs) taking into account team selling, complex solutions, longer sales cycles, and so on. Whereas ‘Lone Ranger’ commission schemes, which have an extrinsic appeal because they are simple, are primarily on the way out as they are only suitable in very limited circumstances these days.
Sales incentive programs (SIPs) constitute a major cost in many companies, but the research indicates … read more by subscribing.
New Article Email Notification