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May 06, 2010
How Sales Organizations Have Succeeded During a Competitive Economy

In a BLR webinar entitled "Sales Compensation Strategies: How to Motivate and Re-Energize Your Sales Staff in a Challenging Economy," Dan Kleinman, principal of Dan Kleinman Consulting, a compensation and human resource consulting firm, explained that during boom times companies that were sloppy and complacent could still succeed. Today, only those who have their principals and sales staff aligned have avoided going from bad to worse.

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Additionally, during the middle part of the decade, managers took credit for what was essentially luck.

Today successful companies have:

  • Compensation costs that are competitive and discriminatory
  • Administration processes that are workable
  • A relative plan complexity
  • Seller profiles that are aligned
  • Accountability placed where it belongs

Dan Kleinman is the principal of Dan Kleinman Consulting, a California-based compensation and human resource consulting firm. For the past 18 years, he has served as an independent consultant for a broad spectrum of regional, national, and international companies, providing compensation, performance, organizational planning, and reward-system design services. He may be reached at info@dankleinmanconsulting.com.

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