Today’s workforce requires a new layer of motivation to stay connected, engaged, and productive. Without the same in-person dynamics that sales teams typically thrive upon, how businesses leverage incentives when designing new compensation plans becomes more critical and powerful than ever.
The objective of any sales incentive program is to attract, retain, and motivate your sales team. Yet, 20% of reps don't understand how they are paid, and 18% have commission-related questions every month. Finding the right compensation plan that motivates your team takes some planning and testing using the expectancy theory as the basis for your motivation formula.