Category Archives: Sales Compensation
Best Practices for Sales Compensation Management: Start by Aligning Finance and Sales
A Guest Post by Chris Newton, Xactly Corporation
Sales compensation and incentive plans are intended to motivate sales reps, to incent them to perform to their full potential in alignment with the business’s goals. But do those compensation and incentive plans — or the systems and processes used to implement them — do what they are designed to do? Does your plan backfire and frustrate sales reps rather than get them to sell more?