Variable Compensation and Salesperson Health (Habel, Alavi, and Linsenmayer 2021)
Although variable compensation share plans may incentivize salespeople to work harder, they could have deleterious effects on their wellbeing.
ISBM at the Penn State Smeal College of Business – Academic Institute supporting B2B Research. Switch to the ISBM-Corporate website.
ISBM at the Penn State Smeal College of Business – Academic Institute supporting B2B Research. Switch to
Although variable compensation share plans may incentivize salespeople to work harder, they could have deleterious effects on their wellbeing.
Salespeople who act as advocates for both buyers and sellers can achieve better financial outcomes for their firms.
This presentation is on one B2B Handbook Chapters: The Impact of the Internet on B2B Sales for Size and Structure (Mantrala & Albers) on November 5, 2021.
A B2B selling “playbook” can provide a helpful structure to increase the effectiveness of sales teams.
Industrial companies increasingly see the benefit in having robust e-commerce platforms, but several key questions must be asked as they begin advancing into a more digital domain.
In sales negotiations, building trust at the beginning of an interaction can lead to significantly higher back end revenue.
Demand centers can provide a valuable service for B2B marketers, but their adoption often requires a redefinition of sales and marketing team roles within organizations.
Instead of opting for a one-size-fits-all approach to value-based selling, firms may be better served by adopting product-, customer process-, or performance-centric approaches.
A recent survey of 500 senior B2B leaders revealed three key insights related to growth objectives post-pandemic.
Platform-level buyer protection insurance can not only increase purchases from buyers, but also, accelerate customer acquisition for sellers.
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