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The Missing Link – How Incentive Compensation Can Fail Sales Organizations

From customer consolidation to volatile global markets, sales organizations face a changing landscape where solution selling no longer guarantees wins and it is difficult to keep up with compensation plans that motivate and incent the right behaviors.

On a HR Executives Dbriefs webcast, The Missing Link – How Incentive Compensation Can Fail Sales Organizations held on October 10, 2012, Rob Dicks, principal and Sam Tepper, senior manager, Deloitte Consulting LLP, discussed:

  • Why, if sales organizations have been paying for performance for so long, they aren't achieving better results.
  • Whether sales compensation rewards mediocrity and if so, what is broken?
  • Strategies for moving the needle on the sales organization’s performance.

Watch the Dbriefs webcast replay to hear results of Deloitte’s Strategic Sales Compensation Survey to learn how sales organizations have changed in recent years and about the evolving relationship between compensation and results.

The following polling questions were conducted during the webcast:

When do you anticipate that the market will experience economic recovery?


How do you think this affects satisfaction with sales force productivity? Most executives are:


How many executives believe that their compensation programs reward the right behaviors?

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