Incentra Insights

Reward Sales Results or Sales Behaviors – What Works?

Posted by David Chittock on Jul 7, 2014 12:22:00 PM

Why Results Aren’t the Only Measure

It’s no secret that sales incentive programs based solely on sales results usually follow the 20/60/20 rule.  This means that 20% of the sales force is actively engaged, 60% are muddling along and 20% are actively disengaged.  How can a sales manager achieve the 100/100 rule.

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Topics: Sales Incentives, sales incentive plans, sales behaviors