Gartner Research

Incentivizing Specialists in Team-Based Sales

Published: 03 January 2019

ID: G00415196

Analyst(s): Sales Research Team


To ensure effective specialist support, sales leaders must determine the optimal pay strategy for specialists on dedicated, semiformal and informal teams and how much incentive pay should be based on team or individual success. Learn how to incentivize specialists based on their contributions.

Table Of Contents

More Detail

Table 1: Specialist Incentive Models Based on Sales Team Alignment Strategy

Dedicated Alignments

Semiformal Alignments

Informal Alignments

Other Alignments

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