AA-ISP Training Tuesday: Are Inside Sales Incentives Incentivizing?

Author: Richard Conde, University of North Texas
Posted: August 14th, 2018
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Overview

Innovation within Inside Sales has grown tremendously in the past decade with better tools, training, and even artificial intelligence. Unfortunately, Inside Sales compensation has remained constant for the last several decades. Hence, it should not be a surprise that attrition rates and overall performance has not progressed.  Research provides us with enormous data that supports the action that Inside Sales compensation be innovated, taking into consideration autonomous as well as controlled motivation.

What you will learn:

  1. The opportunity to update current Inside Sales compensation plans to increase the percentage of guaranteed salary
  2. Intergrate leadership principles that allow Inside Sales agents to participate in decisions and gain a greater sense of autonomy
  3. Demonstrate the need to move incentives to the team level, as well as provide incentives post behavior rather than to drive a short term result

Training Tuesday Host:

Bob Perkins, AA-ISP

Presenters:

Richard Conde, University of North Texas

Categories

Leadership, Motivation

Keywords

Motivation, Coaching, Leadership, Compensation, Performance, Best Practices, Do's and Don'ts, Incentives, Measurements, Goals

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