Examine How Sales Rep Motivation Works and How to Boost Performance Through Incentives

Most incentive compensation plans don't actually motivate their sales team the way they're intended to. Why is that? Understanding the Expectancy Theory can help shed some light.

What you'll learn:

• What exactly is motivation and how does it work for sales?
• The role that an Incentive Compensation Management (ICM) system plays in motivation
• How to effectively motivate and reward your sales team