What are some problems when it comes to managing incentive compensation plans for sales professionals?
Incentives on their own can be quite an emotional subject. When it comes to sales, the subject becomes more complex, since sales are a reflection of the company’s overall sales environment and the company’s business strategy, which are both constantly changing. So companies have to look at what they need to measure in order to justify compensation for their reps.
Because the issue is so complex and emotional, management often won’t look at changing the compensation structure. or If they do, it can often be difficult managers to deal with the outcome.
Hear what Canidium’s Vice President of Technology Services, Jason Kearns, has to say about how the politics of incentive compensation can paralyze a business.