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Perfecting global sales performance explores how sales managers use data - or respond to the lack of it - in developing sales territories and incentive compensation plans.
As the basis for the research for this paper, the Economist Intelligence Unit conducted a global survey of 229 executives to determine the key players responsible for sales plan development and approval, what sources of data are used in developing the plans and how successful incentive plans turn out to be.
Download this report to read the survey findings and gain insights on:
* Creating ideal sales territories
* Aligning incentive compensation
* Data versus instinct
* Informing sales executive decisions
- Format: PDF
- Size: 623.09 KB