Modeling – Once the foundational components and structure are decided, the next step is to conduct some financial modeling to confirm economic feasibility of the plan. Entire chapters and articles have been devoted to this subject. Bottom line, modeling is…
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Anyone who has been through a significant sales compensation design project can attest to how much effort it takes to do it well. It’s not just about following leading practices in design, like having three performance measures or less, or…
As you’re getting ready to roll out next year’s sales compensation plans, here’s a quick “Top 10” list of things to focus on. Remember, plan communication can make or break your new sales incentive plan! Think like your salespeople and…