ABSTRACT
Economic conditions have been challenging over the past several years. Most analysts believe that the widespread recession which began in 2007 has been replaced by an upswing in business activity. As a general trend, sales organizations have moved away from cost control as a primary focus and are once again placing an emphasis on sales growth and profitability. As economic conditions change, firms typically modify their sales compensation plans to better align with their strategic initiatives and goals. According to Deloitte Consulting, more than 60 percent of sales leaders surveyed in 2013 had changed their sales compensation plans during the prior two years. Sales compensation plans are often changed to increase salesforce productivity, expand services and market offerings, reformulate job roles, and to pursue new target markets.
