Sales Compensation Solutions – Highlights from the Latest Book on Sales Compensation
Creating an effective sales compensation program in the face of rapid business change has never been more challenging. IT and digital channel innovation are rapidly changing the nature of sales. Selling models are transforming faster than ever. Customers are better informed and more self-sufficient. The workforce is more diverse and opportunistic. The marketplace is more global. Despite this massive amount of change, sales forces are still on the hook to drive profitable sales growth.
Some of the same changes affecting business overall are clearly impacting sales as well – and therefore sales compensation. Salespeople have more ways to learn about, connect with, and create value for customers. Better systems (e.g. CRM), tools (e.g. analytics), infrastructures (e.g. mobile, cloud), and information (e.g. Big Data) enable smarter sales force decisions and allow sales processes to function more efficiently. As sales roles evolve to align with the realities of today’s world, sales compensation plans must adapt to the evolving role.
Come join ZS Sales Compensation Practice Leaders Chad Albrecht and Steve Marley as they share highlights from their latest book – Sales Compensation Solutions. Specifically, via research and client feedback, they identify the 7 biggest issues facing sales compensation leaders today. More importantly, they suggest solutions your organization can adopt if you are experiencing one or more of these issues.