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No ‘Perfect’ Sales Compensation Plan

When designing or adapting pay plans, keep strategic alignment front of mind

September 10, 2010
This is an exclusive summary of Part 2 of the MDM Webcast series, Build an Effective Sales Organization for the recovery, available on DVD at This summary looks at the role sales incentives play in driving strategy.

Distributors have to balance a number of factors when designing incentive plans for their sales force. Among them: perceived fairness, sales goals, accountability and cost.

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