Designing sales compensation plans so everyone wins

03/26/2013

Cam Mackey, vice president, sales and marketing
U.S. companies spend an estimated $800 billion on sales compensation annually. All too often, these plans are at least somewhat misaligned with strategy, which itself is a moving target. More than 90% of companies change their sales compensation plans annually, with major redesigns occurring every five years. In this article, Cam Mackey explores one approach for making better sales compensation design choices and concludes with recommendations from the MAPI membership. Issues in Brief

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