According to authors Mike Marks and Mike Emerson in their book, What’s Your Plan? Smart Salesforce Compensation in Wholesale Distribution, there is absolutely no relationship between your sales incentive plan and your likely gain or loss in market share.
In fact, here's what matters most: 1) Setting an objective; 2) Getting management to use it in rating salesperson performance; and 3) Making sure your whole team buys in.
This book debunks the myths and shows you how to bring these three all-important factors into alignment. Get ready for a real "A-ha!" experience.
Order this book from the National Association of Wholesaler-Distributors.