In the incentives space, there’s often debate as to what role cash should play in creating a sales incentive program. In many industries, especially automotive, cash is the expected form of incentive. But that doesn’t mean it’s the best form.
The reality is “cash is king” isn’t always true. It often fails to inspire long-term motivation, with many sales reps viewing it as just part of their base compensation.
The most successful sales incentive....