Study: Revenue Increases with Automation and Sales Coaching

by CFO Innovation Staff, 10 November 2011

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Companies with a formal retention strategy in their compensation plans are seeing a 830 percent return on investment, says Merced Systems, Inc.

Merced's "2011 Sales Compensation and Performance Management" study also finds that although manual spreadsheets remain the top method for administrating compensation, their limitations are handicapping sales effectiveness.

The study finds that only one in five firms have a rigorous, coaching program in place for its sales reps.

Another finding is that companies that have coaching programs are exceeding quotas and decreasing turnover of top performers.

MORE ARTICLES ON COMPENSATION AND BENEFITS

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