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Mark Wachter

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Articles

Boosting the Effectiveness of Sales Compensation

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By Jason Angelos, Mark Wachter
| SHRM HR News Verified
​Every year, millions of dollars are spent on sales incentive compensation. However, new research reveals that at some organizations incentive compensation practices may undermine sales effectiveness. Consider the following findings from a 2012 sales performance study by consultancy Accenture and market research firm CSO Insights: Sales representatives at up to 47 percent of surveyed U.S. companies did not reach their sales quotas.
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