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Managing Sales Incentive Compensation amid Uncertainty

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Employee Benefits & Human Capital

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In this study among senior finance executives at large companies, we found that many companies aspire to encourage sophisticated sales behaviors using complex sales incentive compensation plans. But complicated sales compensation plans can contribute to higher administrative costs, increased risk of error--and uncertain outcomes. Survey respondents suggest that better use of technology can help resolve this dilemma, and offer advice to their peers who hope to improve sales incentive compensation management at their companies.