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Most Recent Sales Comp Answers

Adjusting quotas mid-year. . . Should we? And if so, how?

The problem Sometimes our sales people lose business due to factors outside their control (e.g., customer bankruptcy, mergers, incompatibility of our offering with their requirements). Do we reduce quotas when this happens?  Why do you have a sales incentive plan? The...

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What your CEO needs to know about your sales comp plans

CEOs don't need to understand the details of the sales comp plans, but they do need to make sure that a few things are working correctly. Here's a check-list for what you should be able to demonstrate to your CEO in your next plan review/approval meeting: The plans...

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Should the sales force receive credit for online sales?

Whether or not a sales incentive plan should provide credit for online sales should be primarily linked to the nature of the sales role in question.  Specifically, we should consider two criteria: Does the sales person meaningfully influence online sales results...

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