ZS interviewed sales compensation leaders from 23 companies from the IT, financial services, manufacturing and medical devices industries to gather insights to inform future sales compensation strategies. We found that, in a bid for simplicity and efficiency, companies are creating standardized global sales force structures. As companies are either standardizing around a global plan design or, at minimum, establishing a set of global guiding principles that all geographies must follow, many are likely struggling with how to create the plans and how to effectively roll them out from a change management perspective.

 

Read this article for three best practices to effectively take your sales compensation program global.