A Changing Environment
Many Sales Managers dread the thought that each year they need to create a new sales incentive plan. This task can be even more daunting in the light of current dramatic changes in sales roles and processes. As we discussed in a recent blog, subject matter experts are swiftly becoming key contributors to successful sales efforts. Changing buying patterns and more informed customers are truly impacting sales processes and the ways we compensate sales performance. So how does a manager begin to plan? Where do you start?