How customers' needs should figure into your compensation planning

03/5/2012 | Sales Benchmark Index

Just as companies are accounting for customer buying cycles in their sales processes, businesses should also consider their customers when developing sales-compensation plans, writes Ryan Tognazzini. To accomplish this, survey your customers about what they want from the sales force, and then figure out a way to make sure representatives meet these desires.

View Full Article in:

Sales Benchmark Index

Published in Brief: