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Structure Sales Compensation Plans That Can Fire Up Your Employees

HR Digest

OCTOBER 13, 2023

Define Overall Business Objectives Define the company goals in terms of numbers as well as value additions and qualitative performance indicators that matter to the company. Examples of business objectives can include market expansion, revenue growth, cost reductions or optimization, product development, etc.

Planning 52
Planning Incentives Market Penetration System 52
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Who Owns Your Customer Relationships: Your Salespeople or Your Company?

Harvard Business Review

DECEMBER 21, 2011

With seemingly unbounded opportunity, salespeople work hard to build relationships and create a book of business that drives their future financial success and creates fast market penetration for the company. But the "salesperson owns customer" model is a double edged sword. Three examples show the issues that can arise.

Company 13
Company Market Penetration Long-term Short-term 13
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