|
|
Dangling the Carrot: Drive Your Sales Force to Profitability
- Article from:
-
Customer Relationship Management
- Article date:
-
January 1, 2006
- Author:
-
|
Copyright informationCopyright Information Today, Inc. Jan 2006. Provided by ProQuest LLC. (Hide copyright information)
|
Selecting and implementing the proper sales compensation tool to drive and motivate your sales force is more important than ever
Jennifer Graham knows the importance of tracking her commission. As the legal placement director at Conduit Recruiting, a small recruiting agency in New York City, figuring out what her bonus is every month means the difference between planning a vacation or simply paying the bills. "When you work off commission, you can be rich one month or broke the next," she says. Small wonder that salespeople are so vigilant about tracking their expected compensation.
For Graham, an Excel spreadsheet works well enough to help her keep track of her commissions. Despite its ...