When establishing goals for the compensation plan, a sales manager must consider:

Question

Quizplus · Accepted Answer

A sales manager must consider all of the above factors when establishing goals for the compensation plan. Competitive compensation packages in the marketplace ensure that the compensation plan is attractive enough to recruit and retain talented salespeople. The needs of the firm and customers should be considered to ensure that the plan incentivizes behaviors that align with the organization's goals and values. Motivation considerations are critical because the compensation plan must provide salespeople with the incentives they need to achieve their goals. Finally, costs of the plan must be considered to ensure that the plan is financially sustainable for the organization.

When Establishing Goals for the Compensation Plan, a Sales Manager