In a perfect world, incentive compensation plans motivate sales people to hit or even exceed their sales targets, and do it in a way that aligns with strategic corporate goals. However, many sales organisations are discovering the incentive processes they have in place may actually encourage the opposite behaviour, resulting in sluggish performance, decreased sales force morale and greater frustration among reps. Why does this happen and what’s the solution? We spoke to Anthony Hutchins, the Managing Director of OpenSymmetry, APAC headquartered in Austin; Texas on the “Top 5 Ways to Drive Sales Behaviour that Aligns with Corporate Strategy”.

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