Game the Plan: Every Sales Rep's Dream; Every CFO's Nightmare

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CREATE AN INCENTIVE COMPENSATION PLAN KNOWING IT WILL BE GAMED Tired of the reality that within five minutes of announcing an incentive plan someone on your sales team starts to find ways to game the plan? THERE IS NOTHING WRONG WITH THAT! By gaming, sales reps are trying to achieve the goals you set out. Too many companies walk away from incentives thinking they create a scenario in which every win by a team member means a loss for the company. The only thing a "loss" means, though, is that you, the corporate leader, ...

Game the Plan: Every Sales Rep's Dream; Every CFO's Nightmare 2014, River Grove Books

ISBN-13: 9781938416545

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