Guest Column | March 27, 2014

To Win Big, The Sales Goals, Objectives Must Align With The Business

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Objectives Must Align With The Business

By Justin Crotty, Senior Vice President and General Manager, NetEnrich, Inc.

When it comes to compensating the sales team, MSPs and solutions providers can take any number of approaches. There is no “universal standard” for setting quotas or defining how compensation and incentives are awarded. However, one of the most common mistakes that MSPs and solutions providers make when establishing compensation programs, is the failure to link the sales goals and objectives to what the business is working toward.

Many times, when MSPs and solutions providers expand their businesses to include services and hardware, they overlook compensation structures. Or, some make the assumption that compensation should be the same for both. That’s a big miss and one that can be avoided. Here are a few quick tips: 

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