When determining how to calculate a sales commission plan, the person in charge usually decides which method they’ll use. Generally, a finance manager or accounting manager accepts the challenge and designs a methodology. More often than not, the commission rules...
Executives and management use sales contests, sales incentives, and spiffs as ways to motivate their sales teams. Without careful configuration, a sales incentive program can frequently have the opposite effect. Commission plans need more than just a spreadsheet to...
