Tis the Season for a Bonus… Unless You Work at Nissan
The recent news that Nissan's board members will forego their bonus pay to take responsibility for poor sales team performance, should ring a warning bell for other companies.
The simple truth is that if Nissan had an efficient sales performance management system in place, they would have been able to spot the problem before it became a large issue.
Instead of waiting until the end of the financial year to see a dramatic slump in profits, executives could have used a sales performance management solution to develop accurate forecasts, improving their ability to manage what is happening inside their sales forces.
The right sales performance management system can help a sales force work more efficiently, increasing loyalty and at the same time reducing the cost of management. It allows a company to react to what is happening today, and incentivise sales staff accordingly.
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