3 Mistakes to Avoid When Setting Incentives for Sales Teams
When executives discuss sales performance, the conversation often focuses on compensation. It’s one of the few areas in sales that senior leaders pay close attention to as a driver of performance. In part, this is because, in B2B companies, compensation typically represents the largest line item in the sales budget. So, while compensation needs to be effectively managed, it can be misused or overused as a means of influencing sales behavior. Here are three common mistakes leaders make when trying to boost the performance of their sales teams along with ideas for how to produce better results.
