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23min chapter
Three Guiding Principles for Sales Compensation in Uncertain Times, with Steve Herz
The Gartner Sales Podcast
Navigating Sales Compensation in Uncertain Times
This chapter explores the critical need for sales leaders to revisit and strategically align compensation models with core organizational principles during challenging economic periods. It emphasizes the role of thoughtful decision-making, transparency, and collaboration across departments to ensure that compensation structures reflect broader company values. The discussion also highlights the importance of communication and planning to foster confidence and understanding among sales teams amidst uncertainty.
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