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Communicate incentives to ease tension between sales leaders and long-term strategy

Implementing sales incentives is easier said than done. There are numerous considerations supervisors must take into account that may not be readily apparent. For one, companies need to put in place strategies that reward members of the sales team who are "early champions" while still promoting a longer term sales incentive program, Tien Nguyen writes […]

Implementing sales incentives is easier said than done. There are numerous considerations supervisors must take into account that may not be readily apparent.

For one, companies need to put in place strategies that reward members of the sales team who are "early champions" while still promoting a longer term sales incentive program, Tien Nguyen writes for Business 2 Community.

One way businesses have rewarded early sales leaders is through promotion. However, Nguyen says that this strategy is risky, suggesting other incentives may be more effective and less likely to cause tension among teams.

Regardless of which rewards initiative firms decide to employ, it's critical to maintain transparency. "It is important for the management team to over-communicate, to make sure everyone is on the same page," Nguyen explains. "Even a slight perceived lack of transparency on a change in strategic direction might have a huge impact on the team, especially early employees."

By clearly explaining and outlining the company's strategy for expansion, including the potential risks, it will be easier for members of the sales team to understand how and why certain incentives are employed.

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