What matters most? Is it your multi-channel strategy? …a teamed approach to selling? …individual accountability for results?
Jon Randall of Towers Watson’s Sales Effectiveness and Rewards practice provides great insights so you’ll know when to share credit, when to split credit, and when to keep it simple and accountable.
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.