Cam Mackey, vice president, sales and marketing
When Siemens recently redesigned their incentive compensation system, they sought to strengthen the link between pay and performance, reward profitable sales and simplify plans so they were both easier to understand and more competitive with industry peers. The company spent six months on due diligence, defining roles and testing assumptions. That upfront work yielded big dividends: volume is up 19% and sales productivity is up 22%. Learn more about how they did it. Issues in Brief

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