Engaging salespeople in the design of comp plans can improve effectiveness. Yet almost one in five firms (18%) do not consider it important to gather such input from salespeople, and 38% rely on managers’ opinions as a proxy for sales. In this compelling session, you’ll get relevant benchmark data from 59 large business-to-business sales organizations on current practices. Then learn why it’s critical to expand the voice of the salesperson—and get advice on how to do so smartly.

Key Takeaways

• Understand the benefits of soliciting salespeople’s input into the design of their sales compensation plan.
• Adopt best practice approaches for incorporating the voice of the salesperson.
• Quantify the business impact of incorporating sales’ input into sales-compensation program decisions.