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Sales Excellence

Klassische Provisionssysteme werden ausrangiert

  • 01-05-2020
  • Betriebspraxis & Führung
Published in:
Author
Heinz-Peter Kieser
Published in
Sales Excellence | Issue 5/2020

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Excerpt

Geld steht als Anreiz für Vertriebsmitarbeiter immer noch an erster Stelle. Das zeigen jüngste Untersuchungen, etwa von Deloitte. Also muss die variable Vertriebsvergütung so gestaltet werden, dass sie motiviert. Ebenso muss sie die wichtigsten Ziele des Unternehmens stützen, sie soll die Mitarbeiter über Ziele führen und steuern. …

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previous article Aus der Not eine Tugend gemacht
next article "Trends proaktiv voraussehen"
Title
Klassische Provisionssysteme werden ausrangiert
Author
Heinz-Peter Kieser
Publication date
01-05-2020
Publisher
Springer Fachmedien Wiesbaden
Published in
Sales Excellence / Issue 5/2020
Print ISSN: 2522-5960
Electronic ISSN: 2522-5979
DOI
https://doi.org/10.1007/s35141-020-0296-8

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