Sales Incentives: When Was the Last Time You Updated Your Sales Incentive Plan?
There’s no doubting that we live in a brave new digital world where technology has taken over practically every part of our lives. Of course, this has had a significant impact on how we sell products and services, as well as how we compensate and reward our salespeople. In today’s virtual world, the conventional sales incentives formulas aren’t going to cut it.
If you’re still on an out-of-date plan, it’s time to upgrade. But where should we begin? Sales calls are no longer as effective as they once were. For starters, because to the availability of digital and in-person platforms, salespeople are interacting with clients who are armed with a mountain of past knowledge. Today’s salespeople are now dealing with larger groups of people at customer organisations to influence, as well as being asked to market new types of complex, digital items. As a result, the average purchase cycle is longer, making it more difficult to predict client demand and develop targets based on it.
