The Achilles Heel of CRM Adoption (and 2 Ways to Overcome it)
SBI
NOVEMBER 27, 2012
Variable compensation in the form of commissions and spiffs is really just a form of gamification. In the simplest of terms, when the reward compensates for the routine (of CRM), revenue is sure to rise. If you close a deal, you win this spiff or that. The more revenue you generate, the more commission dollars you’ll earn.
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