Page 163 - HBR's 10 Must Reads - On Sales
P. 163
THE RIGHT WAY TO USE COMPENSATION
should reflect the type of business you’re in and the stage of busi-
ness you’re at. The evolution of HubSpot’s plan illustrates this point
and provides a real-world example of the impact that a change in
plan can have on business results. It also illustrates how, in an era
when managers can access data on everything that happens inside
their firms, successfully managing a sales force should be much less
of an art and much more of a science.
Originally published in April 2015. Reprint R1504E
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