The Three Phases of Sales Compensation Development

There are many possible pitfalls that can occur if a disciplined approach is not followed when making changes to or developing a new sales compensation program. These pitfalls include incorrect assumptions about the causes of historical performance and the impact of...

10 Effective Features of Sales Commission Plans

In the fall 2011, Wilson Group conducted a survey to determine the most prevalent features and attributes of sales incentive plans.  Information was collected from 16 companies that are either based or have significant operations in the New England region.  In...