sales compensation

Capturing Post-Merger Value from Commercial Integration
Planning

Capturing Post-Merger Value from Commercial Integration

Most companies inadvertently leak post-merger value when they stumble into one of seven common commercial integration traps.
By Vincent Ryan | April 4, 2019
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Sales Incentives Are Powerful, So Use Them for Good
Human Capital & Careers

Sales Incentives Are Powerful, So Use Them for Good

While Wells Fargo's sales incentive plan wrought evil, a thoughtful plan can trump all other sales-enhancement efforts.
By Mark Donnolo | April 28, 2017
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To Drive Growth, Ask Sales Better Questions
Leadership

To Drive Growth, Ask Sales Better Questions

CFOs can lead the sales conversation by employing a set of metrics that drill down into customer segmentation, pricing discipline and territory growth.
By Jim Corey | April 15, 2014
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Web Sites Du Jour
Technology

Web Sites Du Jour

Plus, 1099 software; sales compensation systems.
By Joseph McCafferty and John Xenakis | November 1, 1998
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