For distributors, volume alone no longer guarantees healthy growth. Rising input and freight costs, increased discounting, vendor pressure, and longer payment cycles mean that unprofitable revenue can actively erode the business. Yet many sales compensation plans still reward top-line volume without accounting for margin or cost to serve.
This webinar looks at how distributors are rethinking sales incentives for a margin-constrained environment. It focuses on why traditional revenue-based comp models are breaking down and how leaders are introducing margin awareness, pricing discipline, and mix considerations into compensation without demotivating the field.
You will leave with a clearer picture of how compensation can reinforce profitable growth, along with practical ideas for redesigning incentives so sales behavior aligns with the economics of today’s distribution business.
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