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Connecting your incentive compensation and territory planning

Coordinate the components of your sales strategy

A well-crafted territory plan can do wonders for your sales force, maximizing your reps’ earnings and distributing opportunity in an equitable way. If your territory plans aren’t being developed using data from your incentive compensation management (ICM) strategy, they’re liable to fall out of balance.

This paper outlines some key strategies for integrating your ICM strategy into your territory planning process, including:

• Recommendations for keeping your sales territories balanced
• Scenarios that can push your ICM strategy and your territory plans out of alignment
• Technological solutions that keep your territory plans responsive to changes in your ICM strategy