Pricing-Newsletter No. 59 (2022): When Sales Incentives make Price Strategy Implementation impossible

Many well-conceived pricing strategies often fail because incentive systems in sales hinder their implementation. Corporate leaders should pay much closer attention to this issue. In our Pricing Newsletter No. 59, we explain where the greatest opportunities lie in aligning pricing strategies with incentive schemes of your sales team.

I identified six main reasons why strategy implementation does not work, so we are going to focus on implementing Pricing Strategies, based on six execution levers. We recommend, the top management should use them for a review when the implementation of strategies shows limited success.

Best regards, Prof. Dr. Hans-Christian Riekhof

To read this newsletter (pdf) please klick here:
https://www.unicconsult.com/wp-content/uploads/2024/01/Riekhof-on-Pricing-No-59-en-Sales-Incentives-and-Pricing-Strategy.pdf

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Pricing-Newsletter No. 59 (2022): Wenn die Anreizsysteme die Umsetzung der Preisstrategie verhindern