Summary
Making changes to sales compensation is one of the most challenging ideas for sales operations to “sell” internally to senior leaders. This is primarily because of the risk involved: Poorly designed compensation plans can destroy sales performance and cause wild swings in one of the company’s largest and most variable expenses — sales commissions. In this report we present a method that helps sales operations leaders improve their persuasion skills and win support for proposed sales compensation plans by viewing these proposals from the perspective of key stakeholders.
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