Is Your Sales Force Working For You? Using Sales Compensation To Drive Growth

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Rules To Live By

* The sales compensation plan must be aligned with the company's strategic goals.

* Consistency and predictability in a sales compensation plan are critical. Rogers suggests changing them only once a year -- if you have to.

* Keep the compensation plan simple. "Salespeople need to, in the middle of a transaction, be able to calculate how much they're going to make," Rogers said.

* Sales compensation plans must be in writing.

* Make a conscious decision about the balance between base compensation and incentives.


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