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This is dollars left on the table due to ineffective processes for “defining, assigning, and managing territories, quotas, and incentives and compensation plans.”. This approach fosters teamwork and dramatically simplifies compensation management. Compensation plans need to evolve with organizational objectives and sales strategy.
I’ve found that many people who are drawn to sales are intrinsically motivated to hit high sales numbers because they’re competitive and like to win. Encourage a collaborative approach — like split sales incentives or team activity rewards — for those who enjoy teamwork.
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