CRM Buyer
Leveraging Sales Compensation to Drive Sales Performance
by 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. "68 percent of executives believe their sales compensation systems fail to drive behavior or align their teams towards specific goals."
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.
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