In the first of a series of studies on incentives, the Forum for People Performance Management and Measurement concluded what the industry has been touting all along: Sales incentive programs deliver tangible, bottom-line results. In An Exploratory Study of Sales Incentive Programs, researchers conducted a case study on a Midwestern financial services company that employs 1,300 sales agents and discovered that the sales incentive program delivered a 12 percent return on investment. The ...

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