JOURNAL ARTICLE

3 Mistakes to Avoid When Setting Incentives for Sales Teams.

  • Published In: Harvard Business Review Digital Articles, 2025. P. 1 1 of 3

  • Database: Business Source Ultimate 2 of 3

  • Authored By: Edinger, Scott; McLeod, Lisa Earle 3 of 3

Abstract

The article discusses three common mistakes to avoid when setting incentives for sales teams. It emphasizes that sales professionals are not solely motivated by financial incentives and that focusing on creating value for customers is more effective. The mistakes include creating complex compensation plans, using SPIFFs to drive individual product sales, and depending on discounts to win business. The article suggests that effective sales leadership and coaching are key to improving sales performance and creating long-term partnerships with customers. [Extracted from the article]

Additional Information

  • Source:Harvard Business Review Digital Articles. 2025/04, p1
  • Document Type:Article
  • Subject Area:Economics
  • Publication Date:2025
  • Accession Number:185222201
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