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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 www.mdm.com/store. 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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