Assessing the Impact of Sales Incentive Programs

Don't forget about the impact of increased sales across the company when planning your incentive.

Money talks

But according to a recent study issued by the Incentive Research Foundation, companies must look beyond the sales generated from incentive programs when determining their return on investment.

The study, Assessing the Impact of Sales Incentive Programs: A Business Perspective, conducted by Srinath Gopalakrishna, associate professor of marketing at the University of Missouri-Columbia, followed a hand-tool manufacturing company as it examined every busine

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