Monday, November 28, 2011

Sales compensation strategy

Book Mark
Unlocking Human Capital to Drive Performance
Sanjiv Anand
(http://www.tatamcgrawhill.com/)

Give incentives to those who generate revenue

Effective sales force compensation is one of the chapters in Unlocking Human Capital to Drive Performance: A CEO's Handbook by Sanjiv Anand. Sales compensation strategy is a mission-critical pay programme, the author underlines. It is a high-stakes, high-visibility pay system that requires focus and comprehensive design support, he adds.

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