SAN DIEGO — The problem with most credit union sales incentive plans is that they might not be needed at all.
"If you think you need an incentive program, you need to ask yourself first: Do we really need incentives for this selling role, or can we accomplish our goals with improved processes and improved supervision?" said Denny Graham, national sales manager for Schneider Sales Management, a Chesterfield, Mo.- based training and consulting firm.
Graham, who serves as an instructor for CUNA educational events, was speaking to attendees at the trade org's HR/Training & Development Council Summit about compensation in a sales environment.
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