Are Sales Incentives Even In Tune With the Corporate Strategy?
P.J. Jakovljevic - November 28, 2006

Incentive compensation plans are designed to motivate sales and service professionals to achieve goals and strive for excellence. But an alarming fact is that these same compensation plans are often at odds with the corporate strategy of customer satisfaction, since sales employees, in their zeal to earn more, often lose sight of what is important—their customers' needs and the company's strategy...