Conversations on Incentive Compensation – The Changing Role of Finance in Pay for Performance

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This white paper discusses why finance should play a more central role to work effectively with sales to manage compensation. Increasingly based on complex metrics such as profitability, team selling and customer satisfaction, this white paper provides the information for an initial overview of:

  • The reasons for the tension between sales and finance
  • The ideas for bridging that gap
  • The benefits you can expect as your sales compensation strategy successfully evolves

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