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Sales Force Compensation in Distribution:

Challenges and Solutions

For many wholesale distribution companies, sales compensation is an essential piece of their overall commercial performance. The long-term trends driving change in customer acquisition behavior that were accelerated during the pandemic along with levels of inflation unseen for decades have led many distributors to reexamine the effectiveness of their current programs.  

As distributors explore the introduction of new or refined selling roles and look to mitigate the pressures on their bottom lines, they have realized that changes to their sales compensation programs are required.  

This report covers how sales compensation programs can be developed that support evolutions in selling roles without diminished risk or opportunity for program participants. Download now to get actionable approaches to mitigate compensation related obstacles along with implementation best practices.


Mike Emerson

Mike Emerson
Indian River Consulting Group

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About the author:

Mike Emerson

Mike Emerson

Mike Emerson is managing partner of Indian River Consulting Group. Mike has been with the firm since 1998 and has specialized in supporting the firm’s distributor clients on go-to-market strategy initiatives. He is an expert in distributor sales compensation and has authored two books on the subject for the National Association of Wholesaler-Distributors (NAW).