As the Internet of Things (IoT) creates a world of connected devices, it also opens up possibilities to reframe established business models to deliver more customer value and more profitability. This offers companies disruptive opportunities.
Growth & Innovation, Sales, Sales Operations, Sales Process Development, Leadership, Human Resources, Compensation, Variable Compensation
U.S. companies spend an estimated $800 billion on sales compensation annually. Ideally, the underlying compensation plans are designed to encourage behaviors that support business strategy; more often than not, however, they are at least somewhat misaligned with strategy, which itself is a moving target. More than 90% of companies change their sales compensation plans annually, with major redesigns occurring every five years.