Mistakes Were Made: Ranting on "Worst Practices" in Sales Incentives
Date & Time
Tuesday, June 13, 2023, 12:45 PM - 1:10 PM
Session Format
Express Learning
Target Attendee Experience Level
Intermediate: Hands-on and Practical Application

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 simplewe 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!

Learning Objectives
• Understand the mistakes companies make every day in sales incentives.
• Analyze your own possible "worst practices" that could be holding you back.
• Evaluate different approaches to better operate and perform.