Selling Less, Making More is Too Good to Be True

I have seen firsthand the value a good Activity Based Costing (ABC) model can bring to a distributor. A well-designed model can provide powerful insight on profitability drivers and provide useful inputs when making strategic decisions on sales resource allocations and pricing. However, I have a long history of being skeptical toward tying sales incentives to the “net profit” these models derive.

In this whitepaper, learn a better approach to sales compensation than a plan based purely on net profit. Mike Emerson provides a closer look at how distributors can incorporate key profit drivers into a program without taking the full territory net-profit plunge.