Motivating Salespeople: What Really Works
Posted: 18 Sep 2012
Date Written: 2012
Abstract
Companies fiddle constantly with their incentive plans - but most of their changes have little effect. Here's a better approach.
Keywords: compensation, motivation, salesperson performance
Suggested Citation: Suggested Citation
Steenburgh, Thomas J. and Ahearne, Michael, Motivating Salespeople: What Really Works (2012). Harvard Business Review, Vol. 90, No. 7/8, 2012, Available at SSRN: https://ssrn.com/abstract=2147939
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