Abstract
To keep pace with changing technologies, demographics and product life cycles, companies are constantly forced to update their sales strategies and reward structures more quickly than ever. But at the same time, the evolution of plan management tools has not kept up with the times. Companies faced with inadequate tools for many years may not have been able to improve them because there were no proven systems, there was no compelling business case for change, or there were too many risks involved. This has changed in the last couple of years with new software systems and a better understanding of the full costs of poorly managed plans. Overcoming these challenges is now within reach. This article provides some basic guidance on how to overcome these challenges.
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