Among the many elements of sales management, incentives are fundamental. They can serve many useful purposes by motivating the salesforce, improving performance in specific product or service areas, or even moving the business in a new direction.
If you’re paying your sales reps straight commission, you’re using an obsolete formula. You may be like thousands of other organisations who are using compensation plans that served them well in the past. In the last few years, however, a number of changes in the economic environment have combined to render some of those compensation plans ineffective.