Compensation Performance Management Sales Funnel 
Harvard Business Review
AUGUST 22, 2017
If salespeople are behind on a key indicator, for example, they and their managers can change behavior to increase the probability of success. Deconstruct Your Sales Funnel. In order to improve sales outcomes and clarify the relevant sales KPIs in your business, you need to deconstruct your sales funnel.
Harvard Business Review
DECEMBER 15, 2015
Either directly in meetings or implicitly in their compensation plans, they basically tell their sales forces to “Go forth and multiply!” It changed its sales compensation incentives from revenue bookings to commission payments tied to margins, service mix, and duration of subscription agreement.
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