Sales & Marketing Management Magazine
A Carrot That Works
Savvy sales compensation techniques can drive transparency and strategyby Christopher Hosford
In his article, Christopher Hosford delves into the hidden challenges of the seemingly straightforward area of sales compensation. By exploring the perspectives of sales compensation vendor Centive and customer Salary.com, Christopher provides deeper insight into the power of strategic compensation planning and its real-life benefits.
The article highlights the challenge of aligning sales with corporate goals. "While most companies think they're paying their sales staff adequately, 67% of all sales vice presidents think their current commission system does nothing to drive behavior," says Bob Conlin, CMO at Centive, the leader in on-demand sales compensation management. "Why hold a carrot out to sales if it's not steering them in the right direction?"
Centive and Salary.com share insights on how to use sales compensation effectively to drive sales performance visibility and better execute corporate strategy.
