White Paper – Sales Crediting
Motivating the sales force is a given objective for the sales management. Designing though an efficient and effective sales incentives scheme is not as straightforward as people think.
A poorly designed program leads to losing your best sales people to the competition, creating an unfair environment followed by dissatisfaction.
Sales Crediting is a major component of the program’s design. Sales management shall be careful to reward certain sales positions with sales credit and understand the dynamics of splitting sales commissions to various people.
When we design a new sales compensation scheme at C4S, we dive in in every technical aspect of the program making sure the right people get the right sales credit.