In establishing your program, first determine what the organization’s goals are and then design a program that will support those goals. One of the worst things you can do is to set your salespeople off in the wrong direction. For example, are you looking for new customers or do you want to focus on knock-your-socks-off service to existing customers?
As you design your program, here are some considerations to keep in mind:
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In tomorrow’s Advisor, more on setting sales compensation plus good news about a program specifically directed at smaller—or even one-person—HR departments.
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