Delivering for Best-in-Class Wholesaler-Distributors
Mike Emerson is a Partner with Indian River Consulting Group (IRCG), an experience-based management consulting firm that focuses exclusively on market access and distribution channels. Mike writes extensively on distributor and marketing channel topics and is frequently quoted on contemporary issues. His main focus areas include: market access strategies, sales organization design, compensation structure alignment and data modeling/analytics.

5 Best Practices to Guide Your Sales Compensation Redesign – Value Creation Strategy #18

For salespeople, the top predictor of income should be performance, not tenure. But all too often, it’s the other way around. The truth is traditional sales compensation plans that are tied to territory and tenure no longer work. If you haven’t already updated your sales compensation plan to meet pandemic-induced changes in how sales teams [...]

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