Getting the Sales Incentives Balance Right
Wednesday, May 21st, 2008Designing an incentive plan that gets balance right in terms of cost versus performance can be a difficult task . The challenge being to create a structure that includes sufficient attainable rewards to motivate the team while at the same time creates enough challenge and fail safes that the company doesn’t end up paying over the top for performance.
Get it right and you end up with a highly motivated sales team, high levels of performance and sustainable growth and costs. Get it wrong on the other hand and you end up with a demotivated team, disjointed performance levels and unpredictable growth with high costs.