Getting Beyond "Show Me the Money": An Interview with Andris Zoltners

Getting Beyond "Show Me the Money": An Interview with Andris Zoltners

Author: 
Mcginn, Daniel
Publisher: 
Harvard Business School Press
Date published: 
2015
Record type: 
Journal Title: 
Harvard Business Review
Source: 
Harvard Business Review, Vol. 93, No. 4, April 2015, pp. 77-81
Abstract: 

In an interview, Andris Zoltners - author of The Power of Sales Analytics - answers various questions, including: 1. What are the most common mistakes companies make in compensating a sales force? 2. Do sales leaders rely too much on compensation as a motivator? 3. Should different reps have different pay plans?

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CITATION: Mcginn, Daniel. Getting Beyond "Show Me the Money": An Interview with Andris Zoltners . : Harvard Business School Press , 2015. Harvard Business Review, Vol. 93, No. 4, April 2015, pp. 77-81 - Available at: http://library.au.int/getting-beyond-show-me-money-interview-andris-zoltners