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6 Tips for Improving Sales Compensation Communications to Drive Desired Behaviors

One of the primary goals of any sales compensation plan is to motivate and reinforce desired behaviors across the sales force. If a salesperson understands their sales compensation plan and receives frequent, timely, accurate feedback, the plan motivates and reinforces desired behaviors.

Unfortunately, most organizations lack the capabilities to design, produce, and consistently deliver understandable and useful participant information to effectively drive and reinforce salesperson behaviors.

Lack of plan understanding leads to time spent with shadow accounting and airing grievances, and decreases sales force motivation and job satisfaction. It also leads to less than optimal customer targeting, not selling the right products or services, and disputing plan results—all of which impact sales results.

What can you do to avoid these pitfalls and achieve high-quality sales compensation communications? The following tips, derived from a long-term study of the sales compensation management practices of over 100 large companies, reflect the best cross industry practices for improving sales compensation communications to drive desired behaviors.

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