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Compensating the Salesforce: Balancing to Win

BY ANUKRITI KUMAR, ROCHE PHARMACEUTICALS

Compensation is one of the most widely discussed facets of sales. Companies apportion a significant amount of their overall budgets to selling, and most use incentives to drive sales employees’ behaviors. The effectiveness of these plans, however, remains clouded. This paper discusses the efficacy of typical sales compensation plans and their relevance in the current business environment. It also explores the type of rewards that elicit greater performance from employees.

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