Sales compensation planning in a volatile economic environment is uniquely challenging. On the one hand, there’s the need for tight budget control. But it’s also true that wellcompensated and, therefore, motivated account executives (AEs) are one of a company’s best hopes for achieving balanced growth and profitability.
After all, it’s AEs that sign deals and retain and grow existing accounts. Designing and executing compensation plans is, consequently, a careful balancing act that requires a finger on the pulse of industry trends and the eco
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