作为一个销售管理者,在你努力提高销售,动员地理分散的、自主管理的员工并激励销售队伍完成雄心勃勃的销售目标时,公司的激励计划会不断向你提出挑战。有时,你可能并不知道如何做才能达到目标;产品及市场不断变化,去年还很有成效的激励计划今年却无法达到理想的期望,或许你慷慨的激励计划只是养就了一群收入丰富却只顾现有客户、很少花时间开发新业务的销售人员……不止如此,如果降其薪水,他们甚至会威胁离职。 As a sales manager, your incentive program continually challenges you as you work hard to drive sales, mobilize geographically dispersed, self-managed employees and motivate your sales force to accomplish ambitious sales goals. Sometimes, you probably do not know how to do it; the products and the market are constantly changing; last year’s very productive incentive program failed to meet your expectations this year; maybe your generous incentive program is simply a group of people who are rich Existing customers, salespeople who spend less time developing new businesses ... And more than that, they can even threaten to leave if they drop their salaries.