A Better Approach to Incentivizing Sales Behaviors

Giles House of CallidusCloud on Using Data and Technology to Design and Execute More Effective Incentive Plans

As we're all acutely aware, motivating the right behaviors across a diverse sales force is no easy task. It's an ongoing challenge for everyone involved---from sales management to the sales reps themselves. Of course, we rely heavily on our incentive plans to do much of the heavy lifting. But it's no panacea---because getting those incentives right has its own unique set of challenges. In this expert interview with Giles House of CallidusCloud, we discuss how companies are moving beyond simply managing their incentive plans more efficiently and are now seeking to use their data to design compensation plans that are significantly more effective.