Depending on the source, from 55% - 65% of sales representatives make their quota. That is a D or an F in any class I ever took or taught. Why then do we tolerate this? It is simple—we are making some combination of mistakes when we design the sales incentive plans, when we set the measures, when we establish the territories and when we make the payments. Learn from past mistakes, both observed and committed, and create better designs for your sales incentive plans!
• Analyze your own possible "worst practices" that could be holding you back.
• Evaluate different approaches to better operate and perform.