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I get asked all the time, especially today, what will sales force compensation look like in the future. One of the benefits of the current upheaval is that it gives management a chance to look at all important issues and I think sales compensation is a big issue. Why? Because the market is clearly saying today […]

I get asked all the time, especially today, what will sales force compensation look like in the future. One of the benefits of the current upheaval is that it gives management a chance to look at all important issues and I think sales compensation is a big issue. Why? Because the market is clearly saying today

Following up on last week\’s topic is another issue that I find difficult to undertstand and see constantly when we are in the field with sales teams—is the failure of companies to develop and use sales benchmarking techniques and to actually make decisions from the data they have. Managers many times ignore the data and

Hi Everyone—welcome to my blog. It is pretty amazing that I am blogging but it is a terrific way to communicate what I see in the financial sector–so I look forward to getting your comments. As you know, I am very active in the financial sector and I want to share some my thoughts from