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 …
Bob Bradley flipped this story into Incentive Marketing•2980d