Identifying Weak Spots Within Your Sales Comp Program

Posted by Chad Albrecht on October 20, 2016



I once heard about a client’s annual sales meeting, where the company recognized all of its top performers. As soon as the client announced the best performer of the year, the rep promptly accepted his award, walked off the stage and quit. He knew that, although he’d come out on top during the previous fiscal year, the way that his organization set quotas meant that he was doomed for a very poor year ahead, and he couldn’t take that kind of a hit to his paycheck. Not only did the company’s poor quota-setting lead its top performer to quit, but also it called into question whether we were truly recognizing the top sellers.


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