With sales data in hand, it is relatively easy to establish qualification criteria for an incentive program. You take past performance, build in a stretch goal, and go. But what do you do when your fast growing company is rolling out brand new products every six to 12 months? Sales estimates are best guesses. Market research is spotty.
Even if you don't know exactly where to set the bar, you can still establish an incentive program that will spur sales and reward top produce