Dangling the Carrot: Drive Your Sales Force to Profitability

Beasty, Colin
January 2006
CRM Magazine;Jan2006, Vol. 10 Issue 1, p22
Trade Publication
The article focuses on the selection and implementation of the proper sales compensation tools (SCT). SCT are designed for enabling a sales force and its management to calculate income and provide motivation to make the most of the products, services and customer relationships. These tools allow companies to make decisions about how employees should be paid for meeting and exceeding their targets. One advantage of building your own SCT solution is cost savings. INSET: 3 Tips for Selecting an SCT.


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