When Designing Non-Sales Objectives, Think About the Middle

Posted by Mike Martin on Mon, Dec 05, 2016

For many companies, 2017 sales compensation planning is almost complete, and the focus is now shifting to setting quotas and defining non-sales objectives. Deciding on non-sales objectives can be hard when everyone has a different opinion on what should be expected of the sales force. One view that I often hear is: “Why should we put that objective in the sales compensation plan? The salespeople should already be doing that as part of their jobs.”

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