Align Your Sales Team with Your Strategy
HBR On Strategy
00:00
The Importance of Sales Compensation
Sally Kohn: Sales effectiveness is ultimately an outcome of these factors, not only the result of what you might call heroic efforts in the field. She says whether it's a generous expense account or working on commission, some of these policies really hit salespeople right in their wallets. Kohn: The vast majority of investments in any company are made in the service of customer acquisition or customer service activities. So notice what happens as a result of those sales compliments.
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