Assessing Sales Compensation Effectiveness

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All too often, companies take a one-dimensional view when trying to determine how well their sales force rewards are working. Given the significant cost of sales compensation in many companies, and the pivotal role a well designed sales compensation plan can play in driving business performance, a too-narrow perspective on sales compensation is a missed opportunity.

Towers Watson’s approach to assessing sales compensation programs helps companies ask all the right questions and gather robust, actionable data about the impact and cost of sales incentives to make sound decisions about program design, calibration and administration.