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| | SALES CHALLENGER
JANUARY 24, 2012 5 Rules For Maximizing Comp Plan Buy-In
This is the time of year where many organizations are finalizing changes to their 2012 compensation plan for the sales force. The compensation plan will not be effective if reps do not believe that it is fair, and communication matters nearly twice as much as plan design in driving perceptions of fairness. Take sales force input into account as you design compensation plans—especially star reps.
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