When Sales Incentives Should Be Based on Profit, Not Revenue

When Sales Incentives Should Be Based on Profit, Not Revenue

Andris A. Zoltners is a professor emeritus at Northwestern University’s Kellogg School of Management. He is a cofounder of ZS Associates, a global business consulting firm, and a coauthor of a series of sales management books, including The Power of Sales Analytics. Prabhakant Sinha is a cofounder of …

Harvard Business Review - Andris A. Zoltners, and Prabhakant Sinha, and Sally E. Lorimer • 2980d

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    Bob Bradley flipped this story into Incentive Marketing•2980d