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Capitalizing on Incentives and Goals to Enable Team-Based Selling Effectiveness
Author: Chad Albrecht, ZS Associates
Presentation Handout | April 25, 2010
This session will examine the roles that compensation can and cannot play in motivating and rewarding effective team-based selling. It also reviews the various methods used to incentivize SAMs and the issues faced by designers of these plans. You will learn: * A workable approach for using compensation and incentives to drive team effectiveness * The role of compensation in the context of other variables (structure, deployment, culture, tools, etc.) * How companies have successfully and unsuccessfully leveraged compensation to drive team selling * Challenges to successfully designing team-based compensation plans and critical success factors for overcoming those challenges
Available to SAMA members only
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