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How flexible work policies and AI are impacting sales compensation programs
Matt Bartels, principal and media practice lead, Alexander Group
While companies worldwide are in the trenches of planning for 2024, they’re also facing myriad pressures — and sales compensation is no exception. Staying ahead of the competition means understanding the latest trends impacting sales-team retention.
From digital transformation and AI to sustainability and corporate responsibility, organizations are reshaping their sales compensation plans to attain go-to-market objectives and strengthen employee and customer engagement. Amid these market challenges, several key trends are impacting media and consumer technology companies as they work to maximize the potential of their comp plans.
Sales compensation policies hold steady in 2023, and so do quotas
The core elements of comp programs have held steady over the last year, with a slight shift toward profitability. Although companies faced layoffs and hiring freezes in the first half of 2023, 25% have maintained their sales budget from last year, according to Alexander Group research.
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