How ‘Balanced’ is Your Sales Incentive Plan?

Posted by Chad Albrecht on Mon, Feb 16, 2015

Many companies have inserted “balanced selling” mechanisms into their sales incentive plans to encourage their sales forces to sell multiple products—and penalize them if they don’t. Yet these same companies often scrap the balanced selling incentive because it doesn’t work, is overly complicated or, in some cases, actually reduces sales.

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