Is Sales Compensation Aligned with Strategy and Driving the Desired Behavior and Results?
The Sales Management. Simplified. Podcast with Mike Weinberg
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Aligning Sales Compensation with Strategy
This chapter emphasizes the critical relationship between sales compensation and business strategy, discussing how proper incentives can motivate salespeople for greater organizational value. It explores the distinction between different sales roles and the need for tailored compensation structures, highlighting the complexities involved in aligning these with overall company performance. Additionally, the chapter advocates for straightforward compensation plans that facilitate accountability and reward genuine contributions to revenue growth.
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