By Leadership SpunjePublished: October 7, 2009Posted in: SalesTags: Staff Management
From my experience, companies predominately adopt the financial perspective, as I rarely come across a commission plan that pays out on anything but the final sale. This can be effective in a transactional business in which sales cycles are short, but proves very ineffective at motivating sales people in longer sales cycles.
http://www.executivesalesstrategy.com/2009/08/24/commision-baby-steps/
success of this kind of incentive program is predicated on your company’s ability to accurately define the behaviors and activities that lead to a sale
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