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How to create a compensation plan for B2B sales representatives

16 Sep

How to create a compensation plan for B2B sales representatives

Frederic Lucas

 

Over the past few months, I've talked to many sales leaders and business owners about compensation for their sales teams and one main finding has emerged: the pandemic has revealed the gaps and flaws in the compensation structure for salespeople in B2B.

 

The drastic changes in market conditions have shown that many SMBs base part of their sales force compensation on factors that are not related to performance, but rather to activities. These activities often have no correlation with performance and results.

 

This is a major issue that highlights the complexity of creating a compensation

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