World Wide Sales is prone to a variety of risks: --Overly complex commission programs prevent accurate and timely accrual of commissions --Side letters to the sales contracts expose the corporation to unnecessary risk --Sales persons may not be trained in the merchandise, software, hardware or services sufficient to properly identify the client's solution architecture or needs leading to customer disatisfaction.
Critical Success Factor:
√ Simplify commission models, mandate standardized sales contracts with zero tolerance for side letters and educate sales personnel on the negative aspects of side letters. √ Manage the development, product training and sales calendars to provide for adequate training in new or improved products and enhance customer satisfaction.