ZS co-founder shares sales compensation insights with HBR

Andy Zoltners reveals compensation is only one dimension for shaping a successful team. In this “Harvard Business Review” (HBR) article, “Getting Beyond ‘Show Me the Money’: An Interview with Andris Zoltners,” Zoltners shares his more than 35 years of sales force management and motivation expertise, including:

  1. Compensation isn’t the only driver of sales effectiveness
  2. What some organizations are doing wrong
  3. The tendency to overcomplicate incentive plans
  4. Sales managers and the critical role they play
  5. Globalization’s impact on compensation plans

> Download