Sales success isn’t magic. It’s the direct result of an intentional and well-balanced system composed of the right people with the right focus who are fully engaged in their work. While each of these 3 components is essential to sales success, engagement may be the one most prone to misconception and myth.
For a short article highlighting recent research into the real foundation for sustainable engagement on sales teams, see this article by Donya Rose and Tim Weiler from the May 2014 WorldatWork Sales Compensation Focus:
Donya Rose, CSCP, is Managing Principal of The Cygnal Group. She is a recognized expert in sales compensation plan design, regularly speaking at conferences and writing published articles. She serves clients from F500 to growth-stage businesses, and advises WorldatWork on sales compensation hot topics and best practices.