When creating sales incentive plans, a common question brought up is shifting the timing of payments. An organization maybe paying sales incentives quarterly, but have the desire to shift to monthly payments. The main driver behind this is to drive sales earlier on in the quarter. Now this may seem like a reasonable solution to the challenge of the hockey stick graph most of us see in sales. However, will it lead to the results we desire? Well, there are two things you may want to consider.
- Administration
- Company factors
