What Do I Get When We Get There?—Sales Incentives
Overview
Salespeople and management agree on the importance of incentives, but both parties struggle with the static nature of comp plans. In this chapter we cover simple versus complex plans, and strategies for dealing with the inevitable need for plans to change.
Next up in our examination of what it is about the companies we work for that will make our sales momentum easier to build, easier to maintain and requiring less effort to regain, is every salesperson’s favorite subject: sales incentives (see Figure 8.1).
When talking to people about incentives and their importance, one of my consultant friends said, “It’s the best way I know for building momentum.” TJ O’Brien probably wouldn’t ...
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