American Venture Magazine
Driving Sales Performance
Strategic sales compensation management goes well beyond simply calculating commissionsby Michael Torto
In this article, Centive's President and CEO Michael Torto discusses the vision of leveraging incentive compensation to drive sales performance. Michael shares the startling and disturbing statistics from two recent surveys of senior sales and finance executives. "87% attribute turnover of their top reps with issues related to commission compensation."
The article concludes by examining how companies can realize the vision for sales compensation as a performance tool. It reviews the advantages and disadvantages of the available choices: building an in-house system, acquiring an on-premise solution and subscribing to an on-demand solution.
