Strategically Managing Sales Compensation Plan Design
- Business Environment and Market Changes that Affect Design
- Aligning Organizational Strategy and Compensation Plans
- Guiding Decision Making About Sales Compensation Plans
- Design Team Roles and Responsibilities
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Applying Plan Mechanics
- Groundwork Decisions Affecting Plan Mechanics (*)
- Sales Plan Mechanics and Their Uses
- Tying Plan Provisions to Selling Situations and Sales Goals
(*) Groundwork Decisions (such as performance standards, sales eligibility, territories and quotas, segmentation, and others)
that affect the application of plan mechanics.
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